Sales Enablement Podcast with Andy Paul

Sales Enablement Podcast with Andy Paul

www.ringdna.com/podcasts
Candid, inspiring conversations with the world’s most exciting revenue leaders


774: The Forever Transaction, with Robbie Kellman Baxter
Jun 2 • 48 min
Advisor to the world’s leading subscription-based companies Robbie Kellman Baxter drops by to discuss her new book, “The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave.” Listen and learn how…
773: The State of Sales Performance Management, with Pat Rodgers
May 29 • 47 min
Pat Rodgers, the founder and CEO of Loupe, joins me to discuss the value of data-driven coaching. Listen in as we review the key findings of Loupe’s industry research report, The State of Sales Performance Management, and learn how to close the gap…
772: We Have Met the Enemy and They Are Us, with David Priemer
May 28 • 56 min
Research-scientist turned sales trainer David Priemer stops by to talk about his new book, “Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!). Listen and learn why sellers find themselves executing tactics they sense are…
771: The Advice Monster, with Michael Bungay Stanier
May 26 • 49 min
Joining me today is Michael Bungay Stanier. He’s the author of one of my favorite books, “The Coaching Habit.” And he’s the author of a brand new book titled, “The Advice Trap. Be Humble, Stay Curious & Change the Way You Lead Forever.” Tune in to learn…
770: Stop Killing Deals, with George Brontén
May 22 • 53 min
On today’s episode, George Brontén. He’s the founder and CEO of Membrain, based out of Stockholm, Sweden. And he’s the author of a brand new book titled, “Stop Killing Deals.” You gotta love that title. Short and to the point. Join us as we explore the…
769: Conversations that Sell, with Nancy Bleeke
May 21 • 50 min
Words matter. Perhaps now more than ever. In this episode, Nancy Bleeke, author of one of my favorite sales books, “Conversations that Sell”, joins me to share how to connect with people during a crisis. And we break down (to a practical level) how to…
768: Preparing Sellers for the Next Normal, with Anthony Iannarino
May 19 • 53 min
Anthony Iannarino is the author or multiple best-selling sales books and one of the best sales thinkers I know. Check him out at TheSalesBlog.com. In today’s episode, Anthony and I talk about what the Next Normal for sellers will look like and how to…
767: Selling in a Recession, with Chris Grams and Bridget Gleason
May 15 • 45 min
Let’s not kid ourselves. We’re in a recession. So what does that mean for the marketing and sales strategies you need to implement going forward? As someone who has successfully sold through five periods of significant economic disruption, I can tell you…
766: One of the Best Salespeople I’ve Ever Known, with Brandon Fluharty
May 14 • 64 min
Brandon Fluharty is Vice President of Strategic Account Solutions at LivePerson, and he’s one of the best salespeople I’ve ever known. Today he joins me to share how he wins BIG deals. Because that’s what Brandon does, he wins huge deals with Fortune 50…
765: How to Maximize a Customer’s Long-Term Financial Value, with Peter Fader
May 12 • 60 min
Peter Fader, is a professor of Marketing at The Wharton School of the University of Pennsylvania, and the co-founder of Theta Equity Partners. In this episode, Peter and I talk about how you can maximize a customer’s long-term financial value to your…
764: If You’re Charging Somebody 50 Grand You Better Have Taken Them Out for a Steak Dinner, with Steve Benson
May 8 • 48 min
If you have over a $100,000 CLV on a customer and you don’t get on plane to get in front of them, somebody like me will and they’re going to win that business. Or as my guest today so perfectly put it, “If you’re charging somebody 50 grand you better have…
763: TOPO’s Senior Sales Analyst on How You Should Adjust Your Sales Messaging During COVID-19, with Dan Gottlieb
May 7 • 53 min
Dan Gottlieb is a Senior Analyst for TOPO, a sales and marketing advisory firm that is now part of Gartner. Today, he shares TOPO’s recommendations for how you should adjust your sales messaging for the COVID-19 era. We’ll dig into why your messaging…
762: Sales Influence, with Victor Antonio
May 5 • 56 min
In this episode, Victor Antonio (speaker and author of, “Sales Influence”), joins me to discuss how to elevate individual and team sales performance. We start our conversation with this provocative quote from Victor: “At times, it seems to me, that the…
Selling with Science: Call Connection Rates in the Covid-19 Era, with Jeff Shelton
May 3 • 20 min
Today, in this special episode of SEP, we’re introducing what will become a regular segment on the show: Selling with Science. Joining me is Jeff Shelton, VP of Product at ringDNA, the #1 AI-powered revenue acceleration platform for Salesforce customers.…
761: A Mind for Sales, with Mark Hunter
Apr 30 • 49 min
My good friend Mark Hunter (AKA “The Sales Hunter”) stops in for a phenomenal conversation about his new book, “A Mind for Sales”. Listen and learn why Mark thinks mindset is the biggest difference between an average salesperson and a peak performer, and…
760: How to Use Video in Outbound Prospecting, with Stephen Pacinelli
Apr 28 • 49 min
In today’s episode, Chief Marketing Officer of BombBomb, Stephen Pacinelli, and I talk about proactive prospecting, standing out in a crowded space, and when to use a campaign vs personalized touch. Powered by ringDNA: the revenue acceleration platform…
Special Episode: Positioning Sales and Marketing for What’s Next, with Matthew Sweezey, Kraig Swensrud, and William Tyree
Apr 26 • 51 min
In today’s rapidly changing economic environment, the future of sales and marketing requires the selling process (and buying experience) to become more human, not less. Now more than ever, buyers are demanding real-time experiences that are contextually…
759: B2B Sales Growth: The Playbook, with Aaron Ross
Apr 23 • 48 min
Aaron Ross is a bestselling author who co-wrote the playbook for new Saas companies. Today we discuss why you need to specialize your sales roles to create predictable, scalable revenue; how to grow and build a sales team; and how he built a $5M business…
758: What is Sales Enablement? with Howard Brown
Apr 21 • 44 min
In today’s episode, my friend Howard Brown (Founder and CEO of ringDNA) stops by to help answer the question, “What is sales enablement?” Learn more about your ad choices. Visit megaphone.fm/adchoices
757: How to Improve Selling, with Bridget Gleason
Apr 16 • 57 min
Bridget Gleason, Head of Sales and Customer Success at Tidelift, joins for the final episode of the Accelerate! podcast. What!? That’s right. We have some HUGE changes coming to show next week. Tune in today to learn what’s happening. Learn more about…
756: Sales Follow Up, with Jeff Shore
Apr 9 • 57 min
Jeff Shore, Founder and President of Shore Consulting, Inc. and a top-selling author, joins me talk all about follow-up. Listen and learn how to provide value that helps the buyer stay informed until they are ready to engage. ringDNA’s Sales Madness…
755: Selling Is Human, with Mary Grothe
Apr 2 • 51 min
Mary Grothe, Founder & CEO of Sales BQ®, joins me in this episode! Learn more about your ad choices. Visit megaphone.fm/adchoices
754: Sales Fundamentals, with Brendan McAdams
Mar 26 • 63 min
Brendan McAdams, Co-Founder at Expertscape, and author of SALES CRAFT: Proven Tips, Practices and Ideas to Advance Your Sales Success, joins me in this episode! Learn more about your ad choices. Visit megaphone.fm/adchoices
753: Sales Proposals that Convert, with Adam Hempenstall
Mar 19 • 53 min
Joining me this week is Adam Hempenstall, the CEO of http://betterproposals.io/, a UK-based, digital proposal platform. We discuss how to build a proposal that converts and Adam shares data-driven insights gleaned from the experiences of their customers.…
752: Winning 5X Sales Deals, with Lisa Magnuson
Mar 12 • 58 min
Lisa Magnuson, author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly, joins me in this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
751: Sales in the Mind of the Buyer, with Lance Tyson
Mar 5 • 52 min
Lance Tyson, sales coach and author of Selling Is An Away Game: Close Business And Compete In A Complex World, joins me in this episode of the Sales Enablement Podcast! KEY TAKEAWAYS Selling is an ‘away game’; it happens in the mind of the buyer. Away…
750: Selling with Stories, with John Livesay
Feb 27 • 43 min
John Livesay, “The Pitch Whisperer,” speaker, podcast host, and author of Better Selling Through Storytelling, joins me again in this episode. KEY TAKEAWAYS Storytelling makes you magnetic and memorable! People remember stories, not information. Why…
749: Scaling Your Client Gifts, with Kris Rudeegraap
Feb 20 • 41 min
Kris Rudeegraap, CEO and Co-Founder of Sendoso, joins me again in this episode. KEY TAKEAWAYS Sendoso sends digital and physical gifts for B2B sales, marketing, and customer success teams. Kris Rudeegraap and Braydan Young left jobs as account executives…
748: Leading with Stories, with Paul Smith
Feb 13 • 52 min
Paul Smith, author of Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale, and Ten Stories Great Leaders Tell, joins me again on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Paul Smith trains people to tell stories;…
747: Understanding Your Customer Comes First, with Pat Morrissey
Feb 6 • 57 min
Pat Morrissey, SVP and GM at Upland Software, joins me on this episode. KEY TAKEAWAYS Pat Morrissey explains customer revenue optimization in the complex B2B selling world at Altify (Upland Software). Their value proposition is about the intersection of…
746: Sales and Honesty, with Todd Caponi
Jan 30 • 66 min
Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results, joins me on this episode. KEY TAKEAWAYS Todd Caponi has five hopes for sales in 2020. The first hope is the death of the…
745: Sales Call Coaching, with Richard Smith
Jan 23 • 62 min
Richard Smith, Co-Founder and Head of Sales at Refract, joins me on this episode. KEY TAKEAWAYS Andy and Richard discuss performing for outcomes as an underdog. In a competitive field, your biggest differentiator as a salesperson is how you speak, how you…
744: Sales and AI: Quantifying the Intangible, with Rob Käll
Jan 16 • 55 min
Rob Käll, CEO of Cien, Inc., joins me on this episode. KEY TAKEAWAYS Cien, Inc. is headquartered in Miami, Florida. Cien means 100 in Spanish. The name refers to reaching 100% of quota. Cien offers AI for SaaS businesses that are scaling. Rob tells of…
743: Sales Conversation Analytics, with Howard Brown
Jan 9 • 49 min
Howard Brown, Founder and CEO of RingDNA, joins me again on this episode. KEY TAKEAWAYS Howard describes the tools RingDNA provides to help sales teams perform better to achieve better results. Howard started RingDNA in 2012, providing reps with…
742: Sales Truths: Are They Universal?, with Shari Levitin
Jan 2 • 50 min
Shari Levitin, speaker and bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Shari used her sales consulting experiences to write a sales book…
741: Sales Ops: Outbound, with Ben Salzman and Kyle Williams
Dec 26, 2019 • 67 min
Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
740: B2B Selling and Better Communication, with Craig Walker
Dec 19, 2019 • 45 min
Craig Walker, CEO of Dialpad, joins me on this episode of Sales Enablement podcast. SUMMARY Craig Walker and some co-workers at Google Voice noticed that businesses were adopting cloud productivity suites. They recognized that business communications also…
739: Selling and Marketing: A New Approach, with Kimberlee Slavik
Dec 12, 2019 • 52 min
Kimberlee Slavik, author of five books, including Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™, A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading, joins me on this episode of the…
738: Demonstrate Integrity and Service, with Ian Altman
Dec 5, 2019 • 47 min
Ian Altman, co-author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition, joins me again on this episode of the Sales Enablement Podcast. SUMMARY Ian introduces the second edition of Same…
737: Sales Relationships and How to Create Them, with Chad Sanderson
Nov 28, 2019 • 46 min
Chad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode. KEY TAKEAWAYS Chad defines the sales singularity as the combination of tech tools and human connections to use the best features of both in the sales process.…
736: Intentional Outbound Marketing, with Mercy Bell
Nov 21, 2019 • 51 min
Mercy Bell, Analyst at Dogpatch Advisors, joins me on this episode. KEY TAKEAWAYS As a young woman of color, Mercy was unusual in B2B tech sales. She sees an echo chamber in sales and on LinkedIn of white men of a certain age and experience. After…
735: Get the Meeting! With Stu Heinecke
Nov 14, 2019 • 46 min
Stu Heinecke, author of How to Get a Meeting with Anyone and Get the Meeting!, joins me again on this episode. KEY TAKEAWAYS Russ Klein, CEO of the American Marketing Association, calls Stu Heinecke the Father of Contact Marketing. Stu admits to naming…
734: Focus on Sales Behaviors — not Product, with Sean Sheppard
Nov 7, 2019 • 49 min
Sean Sheppard, Sales Influencer and the Founder and CEO of GrowthX, joins me again on this episode. KEY TAKEAWAYS GrowthX is a Silicon Valley venture capital partnership with an accelerator focused on sales and an academy that trains people in sales,…
733: Harness Word of Mouth Marketing for a Sales Boom, with Bill Bice
Oct 31, 2019 • 44 min
Bill Bice, CEO of Boomtime, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Boomtime brings scale and efficiency to marketing. They combine technology and expertise to provide marketing as a service. Aggregating data opens up…
732 Do Your Customers Love You? With Steve Farber
Oct 24, 2019 • 50 min
Steve Farber, author of Love is Just Damn Good Business: Do What You Love in the Service of People Who Love What You Do, joins me on this episode. KEY TAKEAWAYS People who are great at what they do love their company, team, and customers. Steve explains…
731: Why You Should Flip the Sales Script, with Oren Klaff
Oct 17, 2019 • 49 min
Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this…
730: What Are Your Sales Strengths? With Chris Spurvey
Oct 10, 2019 • 48 min
Chris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode. KEY TAKEAWAYS Chris shares his negative first exposure to sales. He doesn’t respect “pushy” salespeople. At university, Chris and partners…
729: SEO, Lead Generation, and Sales Education, with Gaetano DiNardi
Oct 3, 2019 • 58 min
Gaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
728: Why Coaching is Critical, with Bill Eckstrom and Sarah Wirth
Sep 26, 2019 • 58 min
Bill Eckstrom, Founder and President of EcSell Institute and Sarah Wirth, VP of Client Services, who are the co-authors of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, join me on this episode.…
727: Have We Automated Sales Too Much, with Shawn Finder
Sep 19, 2019 • 44 min
Shawn Finder, CEO at Autoklose, joins me again on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
726: Winning with Real-Time Proposals, with Bill Wilson
Sep 12, 2019 • 44 min
Bill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
725: Knuckle Dragging Sales, with John Crowley
Sep 5, 2019 • 41 min
John Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
724: How Sales should work with Procurement, with Jens Hentschel
Aug 29, 2019 • 50 min
Jens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
723: Sales Enablement and Your Buyer, with Doug Winter
Aug 22, 2019 • 46 min
Doug Winter, Founder and CEO at Seismic, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
722: Selling on LinkedIn, with Dennis Brown
Aug 15, 2019 • 56 min
Dennis Brown, LinkedIn sales consultant and author of The Ultimate Guide to Generating Inbound Leads with LinkedIn, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
721: Outbound Ops, with Ben Salzman & Kyle Williams
Aug 8, 2019 • 67 min
Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
720: Focus Marketing and Selling on the Buyer, with Wayne Cerullo
Aug 1, 2019 • 46 min
Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
719: A Profit-First Approach to Growing Sales, with Jamie Shanks
Jul 25, 2019 • 42 min
Jamie Shanks, CEO at Sales for Life and author of SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
718: Social Dynamic Selling, with Rylee Meek
Jul 17, 2019 • 45 min
Rylee Meek, marketing consultant, sales coach, and author, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
717: The Truth about Selling, with Mike Weinberg
Jul 10, 2019 • 49 min
Apply Powerful Principles. Win More New Sales, joins me again on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
716: Why and How to Build a Massive Social Following, with Brendan Kane
Jul 4, 2019 • 40 min
Brendan Kane, growth strategist, keynote speaker and author of One Million Followers: How I built a Massive Social Following in 30 Days, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
715: Skills for Sales Sherpas, with David J.P. Fisher
Jun 26, 2019 • 42 min
David J.P. Fisher, sales expert, keynote speaker, and author, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
714: A Holistic Approach to Sales, with David Masover
Jun 19, 2019 • 39 min
David Masover, author of The Salesman’s Guide to Dating: A Sales Book About Making Connections… With an Unexpected Twist!, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
713: Join the Sales Rebellion, with Dale Dupree
Jun 12, 2019 • 36 min
Dale Dupree, the legendary Copier Warrior, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
712: Sales Strategies for the Future, with Steve Norman
Jun 5, 2019 • 47 min
Steve Norman, B2B sales consultant, speaker, and author of Future Proof Sales Strategy: 7 Steps to Rise Above the Chaos, and Transform Your Team and Take Charge of Your Career, joins me on this episode. Learn more about your ad choices. Visit…
711: Generate Natural Business Referrals, with Stacey Brown Randall
May 29, 2019 • 42 min
Stacey Brown Randall, speaker, podcast host, and author of Generating Business Referrals Without Asking, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
710: Sales Enablement in a Culture of Trust and Learning, with David Sill
May 22, 2019 • 50 min
David Sill, Speaker, Coach, B2B Inside Sales Authority, and Head of Sales Enablement at DiscoverOrg.com, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
709: Sell with Your Authentic Self, with Larry Levine
May 15, 2019 • 47 min
Larry Levine, professional coach, podcaster, and Amazon best-selling author of Selling From The Heart: How Your Authentic Self Sells You, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
708: Develop Extraordinary Sales Abilities, with Juliana Stancampiano
May 8, 2019 • 44 min
Juliana Stancampiano, CEO of Oxygen, and author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
707: Grow Your Revenue through Customer Success, with Emilia D’Anzica
May 1, 2019 • 40 min
Emilia D’Anzica, Partner and Customer Success and Account Management for Winning by Design, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
706: Rehumanize Your Sales with Personal Video, with Ethan Beute
Apr 24, 2019 • 48 min
Ethan Beute, VP of Marketing at BombBomb and co-author of the new book Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
Rerun - 680: How are you different? with Lee Salz
Apr 18, 2019 • 42 min
Lee Salz, Founder and CEO of Sales Architects and author of the new book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, joins me again on this episode of #Accelerate! Learn more about your ad choices. Visit…
705: Soccer Thinking for Sales Success, with Peter Loge
Apr 10, 2019 • 36 min
Peter Loge, an Associate Professor, a strategic and communications consultant, and the author of Soccer Thinking for Management Success, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
704: Pull Levers to Grow Your Business Quickly, with Pete Williams
Apr 3, 2019 • 38 min
Pete Williams, an entrepreneur, advisor, marketer, and author of the new book, Cadence: A Tale of Fast Business Growth, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
703: Focus on Personal and Professional Development, with Scott Ingram
Mar 27, 2019 • 48 min
Scott Ingram, Account Director at Relationship One and the host of Sales Success Stories, Inspired Marketing, and Daily Sales Tips Podcasts, joins me again on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
702: Uncomfortable Goals and Growth, with Doug Holt
Mar 21, 2019 • 37 min
Doug Holt, Coach, Mentor, Growth Hacker, Lifestyle Engineer, Mastermind Group Leader, Transformational Coach, and Marketing Expert, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
701: What Can You Learn from the Best Salespeople? With Paul Cherry
Mar 13, 2019 • 42 min
Paul Cherry, author of the new book, The Ultimate Sales Pro: What the Best Salespeople Do Differently, joins me again on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
700: Increase Your Growth IQ, with Tiffani Bova
Mar 6, 2019 • 45 min
Tiffani Bova, Growth & Innovation Evangelist at Salesforce and author of Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
Rerun - 688: Objective-Based Selling, with Tibor Shanto
Feb 27, 2019 • 47 min
Tibor Shanto, B2B prospecting and sales expert, and author of the ebooks, Sales Happen in Time and Execution: Everything Else Is Just Talk, joins me again on this episode of #Accelerate! Learn more about your ad choices. Visit megaphone.fm/adchoices
Rerun - 695: The Best Time to Sell with Dan Pink
Feb 20, 2019 • 37 min
Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode of #Accelerate! Learn more about your ad choices. Visit megaphone.fm/adchoices
699: Accelerate Revenue by Aligning Marketing and Sales, with Darryl Praill
Feb 13, 2019 • 47 min
Darryl Praill, Chief Marketing Officer of VanillaSoft, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
698: B2B Sales Needs BIG Changes, with Skip Miller
Feb 6, 2019 • 38 min
Skip Miller, founder and President of M3 Learning and author of ProActive Selling and Selling Above and Below the Line, joins me again on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
697: Providing Interactive Buying Experiences, with Matt Suggs
Jan 30, 2019 • 37 min
Matt Suggs, EVP of Sales at Mediafly, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
696: How to Win Customers from Your Competition, with Anthony Iannarino
Jan 23, 2019 • 62 min
Anthony Iannarino, bestselling author of The Only Sales Guide You’ll Ever Need, and The Lost Art of Closing: Winning the Ten Commitments that Drive sales, and now, Eat Their Lunch: Winning Customers Away from Your Competition, joins me again on this…
695: The Best Time to Sell with Dan Pink
Jan 16, 2019 • 37 min
Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
694: Sales and Marketing Trends, with Jake Dunlap
Jan 9, 2019 • 48 min
Jake Dunlap, CEO and Technology Leader at Skaled, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
693: The Science of Success, with Eric Barker
Jan 2, 2019 • 41 min
Eric Barker, author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, joins me on this episode. Learn more about your ad choices. Visit…
692: Don’t Just Read; Study to Get Smarter, with Harvey MacKay
Dec 26, 2018 • 39 min
Harvey MacKay, author of the New York Times #1 bestsellers Swim With The Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
691: Pursue Profitable Digital Transformation, with Michael Gale
Dec 19, 2018 • 39 min
Michael Gale, Co-author of The Wall Street Journal bestseller, The Digital Helix, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
690: Increase your sales velocity with email, with Bryan Wade
Dec 12, 2018 • 29 min
Bryan Wade, CEO at Sigstr, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
689: Learn Prospect Values and Lingo for Engagement, with Jeffrey Shaw
Dec 5, 2018 • 37 min
Jeffrey Shaw, business coach, keynote speaker, host of the Creative Warriors podcast, and author of Lingo: Discover Your Ideal Customer’s Secret Language and Make Your Business Irresistible, joins me on this episode. Learn more about your ad choices.…
688: Objective-Based Selling, with Tibor Shanto
Nov 28, 2018 • 47 min
Tibor Shanto, B2B prospecting and sales expert, and author of the ebooks, Sales Happen in Time and Execution: Everything Else Is Just Talk, joins me again on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
687: Resolve Conflicts without Casualties
Nov 21, 2018 • 23 min
Nate Regier, CEO of Next Element Consulting and author of Conflict without Casualties: A Field Guide for Leading with Compassionate Accountability, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
686: What Makes a Modern Seller? with Amy Franko
Nov 14, 2018 • 41 min
Amy Franko, sales & leadership keynote speaker and author of the new book, The Modern Seller: Sell More and Increase Your Impact in the New Sales Economy, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
685: Your Morning Routine Inspires Your Day, with Benjamin Spall
Nov 8, 2018 • 41 min
Benjamin Spall, co-author of My Morning Routine: How Successful People Start Every Day Inspired, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
684: Write your sales plan on an Index Card, with Brian Margolis
Oct 31, 2018 • 21 min
Brian Margolis, Founder of Productivity Giant and author of the book The Index Card Business Plan for Sales Pros and Entrepreneurs: How to Use the Pillar System to Simplify Your Strategy and Magnify Your Results, joins me on this episode. Learn more about…
683: Using Brain Science to Sell, with Christine Comaford
Oct 24, 2018 • 40 min
Christine Comaford, Leadership & Culture Coach to High-Performing Executives and author of Power Your Tribe: Create Resilient Teams in Turbulent Times, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
682: The Science of Success, with Eric Barker
Oct 17, 2018 • 42 min
Eric Barker, author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, joins me on this episode. Learn more about your ad choices. Visit…
681: Sales Enablement for Today’s Seller, with Pieterjan Bouten
Oct 10, 2018 • 38 min
Pieterjan Bouten, Co-founder and CEO of Showpad, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
680: How are you different? with Lee Salz
Oct 3, 2018 • 42 min
Lee Salz, Founder and CEO of Sales Architects and author of the new book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, joins me again on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
679: Mindset — the First Pillar of Business Success, with Joe Dalton
Sep 26, 2018 • 38 min
Joe Dalton, a world-class sales training expert and podcast host, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
678: Sales Success Factors, with John Asher and Trust and Authenticity, with Bridget Gleason
Sep 20, 2018 • 61 min
John Asher, CEO of Asher Strategies, keynote speaker and best-selling author and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
677: Differences Between Management and Leadership and more, with Naphtali Hoff
Sep 12, 2018 • 39 min
Naphtali Hoff, the author of Becoming the New Boss: The New Leader’s Guide to Sustained Success, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
676: Decision-making Shortcuts, with Jeff Shore
Sep 5, 2018 • 42 min
Jeff Shore, Founder and President of Shore Consulting, Inc. joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
675: The Salesperson Paradox, with Doug Vigliotti and Optimizing Daily Routines, with Bridget Gleason
Aug 29, 2018 • 61 min
Doug Vigliotti, bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can’t Say No To, podcast host, and sales strategist and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on…
674: The State of Sales Enablement, with Orrin Broberg and The Science of Deciding, with Bridget Gleason
Aug 22, 2018 • 58 min
Orrin Broberg, President and CEO of Modus and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
673: Scale Up Your Sales, with Vince Beese
Aug 15, 2018 • 43 min
Vince Beese, CEO and Founder at Sales@Scale and The Revenue Exchange, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
672: Perfecting Your Process, with Chris Hallberg
Aug 8, 2018 • 45 min
Chris Hallberg, author of the book The Business Sergeant’s Field Manual: Military Grade Business Execution without the Yelling and Push-ups, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
671: Don’t Just Read; Study to Get Smarter, with Harvey MacKay
Aug 1, 2018 • 39 min
Harvey MacKay, author of the New York Times #1 bestsellers Swim With The Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
670: Building a Career on Your Terms, with Jill Stanton and The Art of Being Interesting, with Bridget Gleason
Jul 25, 2018 • 61 min
Jill Stanton, Co-Founder with her husband Josh Stanton of Screw the Nine to Five and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
669: Stop recruiting. Attract top candidates instead, with Brad Owens and Summer Reading for Sales, with Bridget Gleason
Jul 18, 2018 • 70 min
Brad Owens, the self-styled Robin Hood of Hiring and host of the Small Business Hiring Podcast and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
668: The Chemistry of Winning, with Kevin Freiberg and Be Brilliant at the Basics, with Bridget Gleason
Jul 11, 2018 • 73 min
Kevin Freiberg, co-author with his wife, Jackie Freiberg, of Bochy Ball! The Chemistry of Winning and Losing in Baseball, Business, and Life and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about…
667: The Value of Sales Enablement, with Pat Lynch and Do We Need Commissions? with Bridget Gleason
Jul 5, 2018 • 51 min
Patrick Lynch, VP of Enablement Excellence and Innovation at MindTickle! and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
666: The Science of Lead Gen, with Tom Poland and Why AEs Must Prospect, with Bridget Gleason
Jun 27, 2018 • 57 min
Tom Poland, author of LEADSOLOGY®: THE SCIENCE OF BEING IN DEMAND and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
665: Scaling High-Growth Sales Teams, with Patrick Purvis, and, Increasing Close Rates, with Bridget Gleason
Jun 20, 2018 • 55 min
Patrick Purvis, Chief Revenue Officer at DiscoverOrg and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
664: Authority Marketing, with Adam Witty and Life-long Education, with Bridget Gleason
Jun 13, 2018 • 60 min
Adam Witty, Founder & Chief Executive Officer at Advantage Media Group|ForbesBooks and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
663: Create Better Habits, with Dave Blanchard and Education vs. Training, with Bridget Gleason
Jun 6, 2018 • 85 min
Dave Blanchard, CEO of The Og Mandino Leadership Institute and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
662: Keys to Digital Transformation, with Chris Aarons and What Motivates You to Work Hard, with Bridget Gleason
May 30, 2018 • 60 min
Chris Aarons, a Partner at Inc.Digital and co-author of The Digital Helix: Transforming Your Organization’s DNA to Thrive in the Digital Age, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about…
661: Convert Your Users’ Contacts into Leads, with Jay Gibb and the Three ‘Rs’ of Selling with Bridget Gleason
May 23, 2018 • 52 min
Jay Gibb, Founder of CloudSponge and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
660: Puncturing Prospecting Myths, with Mike Schultz and Is the SDR model working? with Bridget Gleason
May 16, 2018 • 70 min
Mike Schultz, Mike Schultz President of RAIN Group and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
659: SEO for Sales Growth, with Phil Singleton and Weird Sales Stories, with Bridget Gleason
May 9, 2018 • 53 min
Phil Singleton, content marketer and co-author with John Jantsch of SEO for Growth: The Ultimate Guide for Marketers, Web Designers & Entrepreneurs, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more…
658: How to Stay Relevant, with Allen Adamson and The Power of Having a Routine, with Bridget Gleason
May 2, 2018 • 57 min
Allen Adamson, Co-Founder at Metaforce.co and co-author of Shift Ahead: How the Best Companies Stay Relevant in a Fast-Changing World, by Allen Adamson and Joel Steckel, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this…
657: What’s the ROI on Being Nice? with Doug Sandler and RESPECT, with Bridget Gleason
Apr 25, 2018 • 59 min
Doug Sandler, CEO and Podcastologist at TurnKey Podcast Company, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
656: Elevating Sales Readiness, with Patrick Lynch and Coaching Reps Out of Their Comfort Zones, with Bridget Gleason
Apr 18, 2018 • 64 min
Patrick Lynch, VP of Enablement Excellence and Innovation at MindTickle!, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
655: Never Hire a Bad Salesperson Again, with Chris Croner; also, Are You Spending Enough Time With Your Customers? with Bridget Gleason
Apr 11, 2018 • 65 min
Chris Croner, Principal at SalesDrive and author of the book, Never Hire a Bad Salesperson Again: Selecting Candidates Who Are Absolutely Driven to Succeed, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.…
654: Developing Your Sales Reps. With Steve Preston and Bridget Gleason
Apr 4, 2018 • 68 min
Steve Preston, Chief Marketing Officer of QStream and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
653: How to Hire Salespeople. With Bridget Gleason
Mar 30, 2018 • 30 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
652: How to Hire Sales Rockstars. With Jeff Hyman
Mar 28, 2018 • 41 min
Jeff Hyman, Chief Talent Officer at Strong Suit, and author of Recruit Rockstars: The 10 Step Playbook to Find the Winners and Ignite Your Business joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
651: Any Good Strategy Starts with Hope. With Libby Gill
Mar 26, 2018 • 40 min
Libby Gill, executive coach, leadership expert, speaker, CEO of Libby Gill & Company, and author of The Hope-Driven Leader: Manage the Power of Positivity at Work, joins me for the second time on this episode. Learn more about your ad choices. Visit…
650: Consuming too much sales advice will mess you up. With Bridget Gleason
Mar 23, 2018 • 24 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
649: Using Data to Drive Changes in Sales. With Fred Shilmover
Mar 21, 2018 • 41 min
Fred Shilmover, Founder and CEO at InsightSquared, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
648: Use Charisma to Create Powerful First Impressions. With Tom Payne
Mar 19, 2018 • 37 min
Tom Payne, President, Essential Growth Solutions, LLC and author of Selling with Charisma: The Sales System Used — Unwittingly — By the World’s Best Salespeople, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
647: Relationships Matter in Sales. With Bridget Gleason
Mar 16, 2018 • 24 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
646: Building Authentic Connections. With Godard Abel
Mar 14, 2018 • 36 min
Godard Abel, Co-founder/Executive Chairman at G2 Crowd, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
645: Sales is an Endurance Sport. With Brandon Bruce
Mar 12, 2018 • 40 min
Brandon Bruce, COO and Co-founder at Cirrus Insight, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
644: How to be a Sales HERO. With Bridget Gleason
Mar 9, 2018 • 24 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
643: It’s all About Trust: for Marketing, Sales, and Customers. With Sangram Vajre
Mar 7, 2018 • 38 min
Sangram Vajre, CMO and Co-Founder of Terminus, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
642: Deliver Business Value to Your Customers. With Tim Braman
Mar 5, 2018 • 39 min
Tim Braman, VP of Global Accounts and Strategy at Revegy, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
641: GEAR Up Your Mindset. With Bridget Gleason
Mar 2, 2018 • 22 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
640: How to Sell to Your Perfect Prospect. With Jeff Koser
Feb 28, 2018 • 36 min
Jeff Koser, CEO at Selling to Zebras, Inc., joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
639: Listen and Learn How Buyers Choose. With Jeffrey Lipsius
Feb 26, 2018 • 39 min
Jeffrey Lipsius, Speaker, International Sales Trainer, President at Selling To The Point®, and author of Selling to The Point: Because The Information Age Demands a New Way to Sell, joins me for the second time, on this episode. Learn more about your ad…
638: Fun is Fundamental to Sales. With Bridget Gleason
Feb 23, 2018 • 22 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
637: Are You Settling for Good Enough? With Andy Molinsky
Feb 21, 2018 • 36 min
Andy Molinsky, author of Global Dexterity: How to Adapt Your Behavior Across Cultures without Losing Yourself in the Process and Reach: A New Strategy to Help You Step Outside Your Comfort Zone, Rise to the Challenge and Build Confidence, Brandeis…
636: What is your Money Mindset? With Bill Carmody
Feb 19, 2018 • 37 min
Bill Carmody, speaker, leadership coach, and author of Online Promotions: Winning Strategies and Tactics, and the upcoming book, Millionaire, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
635: How to Have a Mindful, Focused Mindset. With Bridget Gleason.
Feb 16, 2018 • 31 min
Welcome to another Front Line Friday with my very special guest and co-host, Bridget Gleason. On this week’s episode, Bridget and I discuss a mindset of gratitude, dealing with problems and getting over the frustrations they cause without anger. We also…
634: Tools That Actually Help Reps Sell. With Adam Honig
Feb 14, 2018 • 37 min
Adam Honig, Co-founder & CEO at Spiro Technologies, joins me for the second time on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
633: How to Build Authentic Relationships. With Jane Gentry
Feb 12, 2018 • 43 min
Jane Gentry, Principal at Jane Gentry & Company, sales growth expert, executive coach, and global keynote speaker, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
632: Leverage Channels to Quickly Scale Sales. With Bridget Gleason and Dave Taylor
Feb 9, 2018 • 38 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Dave Taylor, Chief Marketing Officer at Impartner, the number one SaaS Solution for Managing Your Channel. Learn more about your ad…
631: Mastering the Basics is the Future of Selling. With Tom Hopkins
Feb 7, 2018 • 36 min
Tom Hopkins, Speaker and Sales Trainer at Tom Hopkins International and author of How to Master the Art of Selling, and 18 other books on selling, joins me for the second time on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
630: Gamify Sales Training for Rapid Onboarding. With Sam Caucci
Feb 5, 2018 • 34 min
Sam Caucci, Founder and CEO of 1Huddle and author of Not Our Job: How College Has Destroyed a Generation of Workers and How to Fix It and Closing in the Red Zone: 12 Principles to Finishing the Sale When it Counts, joins me on this episode. Learn more…
629: Are there Universal Truths in Sales? With Bridget Gleason and Ken Lundin
Feb 2, 2018 • 38 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Ken Lundin, Sales Leader Coach and Host of The B2B Sales Summit. Learn more about your ad choices. Visit megaphone.fm/adchoices
628: Serve First in Order to Sell. With Damian Thompson
Jan 31, 2018 • 38 min
Damian Thompson, Chief Customer Officer of LeadFuze, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
627: Boost Sales Effectiveness with Visual Technologies. With Evan Nisselson
Jan 29, 2018 • 37 min
Evan Nisselson, General Partner at LDV Capital, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
626: Six Lessons from 600 Episodes of #Accelerate. With Bridget Gleason
Jan 26, 2018 • 35 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
625: How Coaching Drives Sales Success. With Bill Eckstrom
Jan 24, 2018 • 38 min
Bill Eckstrom, President of EcSell Institute, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
624: Design the Customer Experience to Win the Sale. With Carlos Hidalgo
Jan 22, 2018 • 36 min
Carlos Hidalgo, Founder & CEO of VisumCx and author of Driving Demand: Transforming B2B Marketing to Meet the Needs of the Modern Buyer, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
623: The Importance of Your Character in Sales. With Bridget Gleason
Jan 19, 2018 • 27 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
622: Is Your Sales Process Backwards? With Derek Wyszynski
Jan 17, 2018 • 40 min
Derek Wyszynski, Mentor at GrowthX Academy, Founding Member of Sales Enablement Society, and until recently, Chief Sales Hacker at ZynBit, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
621: Is Goodness the Key to Success? With Tony Tjan
Jan 15, 2018 • 39 min
Tony Tjan, CEO and Managing Partner of Cueball Capital and author of Good People: The Only Leadership Decision That Really Matters, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
620: What do Buyers want from Sellers? With Bridget Gleason; and special guest, Deb Calvert
Jan 12, 2018 • 34 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Deb Calvert, President of People First Productivity Solutions and co-author of the new book, Stop Selling and Start Leading: How to…
619: How to Measure Customer Intent to Generate Qualified Sales Leads. With Steve de Mamiel
Jan 10, 2018 • 35 min
Steve Mamiel, author of The Mongrel Method: Sales and Marketing for the New Breed of Buyers, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
618: Bridging the Sales and Marketing Gap. With Jeff Davis
Jan 8, 2018 • 37 min
Jeff Davis, sales and marketing alignment expert, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
617: What do we want to achieve in 2018? With Bridget Gleason
Jan 5, 2018 • 25 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
616: Amp Up Your Sales Performance with a Ritual. With Daniel McGinn
Jan 3, 2018 • 38 min
Daniel McGinn, author of Psyched Up: How the Science of Mental Preparation Can Help You Succeed, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
615: Harassment in Sales. With Bridget Gleason
Dec 29, 2017 • 31 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
614: Is Your Sales Process Sales Ready? With Jim Ninivaggi
Dec 27, 2017 • 42 min
Jim Ninivaggi, Chief Readiness Officer at Brainshark, Inc., joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
613: How to Prepare for Difficult Conversations. With Bridget Gleason
Dec 22, 2017 • 32 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Susan Steinbrecher, President and CEO of Steinbrecher & Associates, Inc. AndyPaul.com/613 Learn more about your ad choices. Visit…
612: Accelerate Sales Engagement for SDRs and AEs. With Chris Rothstein
Dec 20, 2017 • 38 min
Chris Rostein, CEO at Groove.co, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
611: Effective Use of Marketing to Win More B2B Sales. With Joe Apfelbaum
Dec 18, 2017 • 34 min
Joe Apfelbaum, CEO of Ajax Union, business strategist, keynote speaker, coach, and author, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
610: Learning the Complex Sale. With Bridget Gleason
Dec 15, 2017 • 39 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Trong Nguyen, the author of Winning the Cloud: Sales Stories and Advice from my Days at Microsoft. Learn more about your ad choices.…
609: Is Quota Still an Effective Measure of Performance? With Rowan Tonkin
Dec 13, 2017 • 40 min
Rowan Tonkin, Marketing Apps Leader at Anaplan, joins me on this episode. AndyPaul.com/609 Learn more about your ad choices. Visit megaphone.fm/adchoices
608: Use Your Passion to Achieve Breakthroughs in Sales. With Jay Abraham
Dec 11, 2017 • 41 min
Jay Abraham, Founder and CEO of Abraham Group, Inc. and business book author, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
607: Key Traits Shared by Top Sales Performers. With Bridget Gleason
Dec 8, 2017 • 35 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Trong Nguyen, the author of Winning the Cloud. AndyPaul.com/607 Learn more about your ad choices. Visit megaphone.fm/adchoices
606: Harvest Vital Sales Intelligence from Reply Emails. With Matt Benati
Dec 6, 2017 • 37 min
Matt Benati, CEO & Co-founder at LeadGnome, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
605: How to Grow from Manager to Sales Leader. With Tim Sanders
Dec 4, 2017 • 35 min
Tim Sanders, author of four books, including the New York Times bestseller Love Is the Killer App: How to Win Business & Influence Friends and Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges, joins me for the second time on…
604: Happiness and Sales Success. With Bridget Gleason
Dec 1, 2017 • 38 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
603: 5 Keys to a Sales Cadence. With Gabe Larsen
Nov 29, 2017 • 49 min
Gabe Larsen, V.P. of InsideSales Labs, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
602: Avoid the Pitfalls of Online Marketing. With Bill Troy
Nov 27, 2017 • 41 min
Bill Troy, CEO of Civilis Marketing and author of the upcoming book Clicksand, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
601: How to Relieve the Seller’s Burden. With Bridget Gleason. And special guest, David Kerr
Nov 24, 2017 • 34 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by David Kerr, CEO of Octiv. AndyPaul.com/601 Learn more about your ad choices. Visit megaphone.fm/adchoices
600: Write Your Own Rules to Succeed in Sales Today. With Jim Brown
Nov 22, 2017 • 39 min
Jim Brown, sales coach, trainer, and host of the SalesTuners podcast, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
599: Optimizing the Value of Your Sales Intelligence. With Henry Schuck
Nov 20, 2017 • 38 min
Henry Schuck, Co-Founder and CEO at DiscoverOrg, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
598: Win with a Disciplined Sales Process. With Bridget Gleason. And special guest, Phill Keene
Nov 17, 2017 • 36 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Phill Keene, Director of Sales at Costello. AndyPaul.com/598 Learn more about your ad choices. Visit megaphone.fm/adchoices
597: Increase Your Call Planning Effectiveness. With Matt Sniff
Nov 15, 2017 • 37 min
Matt Sniff, Founder & CEO at Map My Customers, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
596: Think Like a Marketer to Build Your Sales Brand. With John Jantsch
Nov 13, 2017 • 37 min
John Jantsch, President at Duct Tape Marketing, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
595: Sure-Fire Ways to Grab the Attention of Buyers. With Bridget Gleason. And special guest, Braydan Young
Nov 10, 2017 • 37 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Braydan Young, Co-Founder of Sendoso. AndyPaul.com/595 Learn more about your ad choices. Visit megaphone.fm/adchoices
594: Don’t Surrender to Your Confirmation Bias. With George Brontén
Nov 8, 2017 • 43 min
George Brontén, CEO of Membrain, joins me for the second time on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
593: Virtual Agents, AI and Sales. With Diego Ventura
Nov 6, 2017 • 36 min
Diego Ventura, CEO at noHold, Inc., joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
592: How to Start More Sales Conversations. With Bridget Gleason. And special guest, Ryan O’Donnell
Nov 3, 2017 • 37 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Ryan O’Donnell, CEO of SellHack and Replyify. AndyPaul.com/592 Learn more about your ad choices. Visit megaphone.fm/adchoices
591: Why you Need to Sell for the Category King. (Or Quit.) With Christopher Lochhead
Nov 1, 2017 • 39 min
Christopher Lochhead, the host of Legends & Losers Podcast, retired Silicon Valley executive, and co-author of Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets, joins me on this episode. Learn more about your ad choices.…
590: The Future is Now in Sales. With Sam Mallikarjunan
Oct 30, 2017 • 40 min
Sam Mallikarjunan, Executive Strategist at HubSpot, and author of Inbound Commerce — How to Sell Better Than Amazon, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
589: A Listener Asks, “What is the Best Action for a New Entrepreneur to take?” Also, Books. With Bridget Gleason
Oct 27, 2017 • 37 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. AndyPaul.com/589 Learn more about your ad choices. Visit megaphone.fm/adchoices
588: The Simple Formula for Success at Work and In Life. With Keith Ferrazzi
Oct 25, 2017 • 37 min
Keith Ferrazzi, Founder and Chairman of Ferrazzi Greenlight, and author of NYT bestsellers, Never Eat Alone: And Other Secrets to Success One Relationship at a Time and Who’s Got Your Back: The Breakthrough Program to Build Deep Trusting Relationships…
587: Trust is the Real Sales Accelerator. With Stephen M. R. Covey
Oct 23, 2017 • 39 min
Stephen M. R. Covey, Co-Founder and CEO of Coveylink Worldwide, and author of the worldwide bestseller, The Speed of Trust: The One Thing that Changes Everything, joins me on this episode. AndyPaul.com/587 Learn more about your ad choices. Visit…
586: Setting Priorities to Increase Productivity. With Bridget Gleason
Oct 20, 2017 • 37 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. AndyPaul.com/586 Learn more about your ad choices. Visit megaphone.fm/adchoices
585: Be Obsessed With Serving and Learning. With Grant Cardone
Oct 18, 2017 • 35 min
Grant Cardone, speaker, CEO of Cardone Enterprises, and bestselling author of several books, including, Be Obsessed Or Be Average, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
584: How Leaders Engage and Inspire Others. With Kevin Kruse
Oct 16, 2017 • 42 min
Kevin Kruse, Founder and CEO of Leadx.org, host of the Leadx podcast, and author of 15 Secrets Successful People Know About Time Management: The Productivity Habits of 7 Billionaires, 13 Olympic Athletes, 29 Straight-A Students, and 239 Entrepreneurs,…
583: Should You Be Certified to Sell B2B? With Bridget Gleason
Oct 13, 2017 • 25 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
582: The Uniquely Human Behaviors We Need in Sales. With Geoff Colvin
Oct 11, 2017 • 38 min
Geoff Colvin, Senior Editor at Large, Fortune Magazine, and the New York Times bestselling author of Talent is Overrated: What Really Separates World-Class Performers from Everybody Else, and Humans Are Underrated: What High Achievers Know That Brilliant…
581: Develop the Habits That Can Change Your Life. With Marshall Goldsmith
Oct 9, 2017 • 42 min
Marshall Goldsmith, one of the most influential business thinkers in the world, the number one leadership thinker in the world, and the author of multiple books, including Mojo: How to Get it, How to Keep it, How to Get it Back if You Lose it, What Got…
580: Our 100th Show. What’s changed in sales since #1? With Bridget Gleason
Oct 6, 2017 • 31 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
579: Sales Relationships Cannot be Automated. With Tiffani Bova
Oct 4, 2017 • 47 min
Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce.com, joins me on this episode. AndyPaul.com/579 Accelerate.fm/accelerate Learn more about your ad choices. Visit megaphone.fm/adchoices
578: Optimize the Customer Sales Experience to Win More. With Jay Baer
Oct 2, 2017 • 40 min
Jay Baer, digital marketing expert, online customer service expert, and author of several NYT bestselling books, including Youtility and Hug Your Haters, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
577: Why Empathy Matters. With Bridget Gleason
Sep 29, 2017 • 34 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. AndyPaul.com/577 Accelerate.fm/accelerate Learn more about your ad choices. Visit megaphone.fm/adchoices
576: Sales Enablement for Sales Teams. With Robert Wahbe
Sep 28, 2017 • 43 min
Robert Wahbe, Co-Founder and CEO at Highspot, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
575: Sales Enablement Improves Sales Productivity. With Brian Lambert
Sep 27, 2017 • 45 min
Brian Lambert, Senior Director, Sales & Service Enablement Solutions at Charter Communications, and Co-Founder of the Sales Enablement Society, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
574: How Superconsumers Drive Your B2B Sales Growth. With Eddie Yoon
Sep 26, 2017 • 42 min
Eddie Yoon, Founder of EddieWouldGrow, and author of Superconsumers: A Simple, Speedy, and Sustainable Path to Superior Growth, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
573: The Structure of a Closing Call. With Kayvon
Sep 25, 2017 • 38 min
Kayvon, The One Call Closer™, International Sales Trainer, Speaker, and Consultant, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
572: How to Hire the First Salesperson for a Startup. With Bridget Gleason
Sep 22, 2017 • 34 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
571: Driving Sales Enablement with Knowledge Management. With Rick Nucci
Sep 21, 2017 • 43 min
Rick Nucci, Co-founder and CEO of Guru, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
570: Using Funnel Metrics to Close More Deals. With Matt Ostanik
Sep 20, 2017 • 36 min
Matt Ostanik, Founder and CEO of FunnelWise, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
569: Should you become a Certified Sales Professional? With Willis Turner
Sep 19, 2017 • 41 min
Willis Turner, President and CEO of SMEI, Sales and Marketing Executives International, Inc., joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
568: The Science of Effective Presentations. With Nadjya Ghausi
Sep 18, 2017 • 37 min
Nadjya Ghausi, VP of Marketing at Prezi, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
567: Overcoming Resistance to Being Coached. With Bridget Gleason
Sep 15, 2017 • 37 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
566: Bots and AI for Chat in Sales. With David Brunner
Sep 14, 2017 • 37 min
David Brunner, CEO and Founder of ModuleQ, joins me for the second time on this episode of #Accelerate! Also, listen to David’s first episode, #200. Learn more about your ad choices. Visit megaphone.fm/adchoices
565: The Five Hallmarks of High-Performing Sales Organizations. With Norman Behar
Sep 13, 2017 • 39 min
Norman Behar, CEO & Managing Director at Sales Readiness Group, joins me for the second time on this episode of #Accelerate! Also listen to Norman’s first episode, #318. Learn more about your ad choices. Visit megaphone.fm/adchoices
564: Improve Your Close Rates and Build Your Brand. With Chris Smith
Sep 12, 2017 • 38 min
Chris Smith, CEO of Curaytor, and author of the best-selling book, The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
563: Leverage Social Media in Account-Based Selling. With Garrett Mehrguth
Sep 11, 2017 • 34 min
Garrett Mehrguth, CEO of Directive Consulting, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
562: How to Generate Product Qualified Leads. With Bridget Gleason and Mitch Morando
Sep 8, 2017 • 38 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
561: Buyer Aware Account-Based Selling. With Darlene Mann
Sep 7, 2017 • 39 min
Darlene Mann, Co-founder, President, and COO at Akoonu, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
560: The Value of Salespeople According to B2B Buyers. With Steve Martin and Katie Bullard
Sep 6, 2017 • 53 min
Steve Martin, technology sales author, sales researcher, Founder of Heavy Hitter Sales Training, and adjunct Professor at USC, and Katie Bullard, Chief Growth Officer at DiscoverOrg, join me on this episode. Learn more about your ad choices. Visit…
559: How to ‘Ingage’ Your Sales Team and Customers. With Evan Hackel
Sep 5, 2017 • 39 min
Evan Hackel, CEO of Ingage Consulting, CEO of Tortal Training, and author of the book, Ingaging Leadership: 21 Steps to Elevate Your Business, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
558: A Millennial Sales Rep Joins Us to Talk about Selling. With Bridget Gleason
Sep 1, 2017 • 39 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. AndyPaul.com/558 Learn more about your ad choices. Visit megaphone.fm/adchoices
557: How to Create Accurate and Realistic Sales Forecasts. With David Griffin
Aug 31, 2017 • 37 min
David Griffin, CEO of Vortini, a sales forecasting system, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
556: Achieving Excellence in Work and Life. With Subir Chowdhury
Aug 30, 2017 • 40 min
Subir Chowdhury, CEO of ASI Consulting Group and author of The Difference: When Good Enough Isn’t Enough, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
555: How to Be a Power Connector. With Judy Robinett
Aug 29, 2017 • 35 min
Judy Robinett, startup funding expert, advisor to investors and startups, and author of a great book, titled, How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits, joins me on this episode. Learn more about your ad…
554: A New Approach to Ongoing Sales Training. With Conner Burt
Aug 28, 2017 • 34 min
Conner Burt, COO at Lessonly, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
553: Push Your Limits to Achieve the Impossible. With Dan Waldschmidt
Aug 27, 2017 • 46 min
Dan Waldschmidt, is a keynote speaker, business strategist, ultra runner, business owner and author of Edgy Conversations: How Ordinary People Can Achieve Outrageous Success. Learn more about your ad choices. Visit megaphone.fm/adchoices
552: Accelerate! Expresso
Aug 26, 2017 • 20 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
551: Connecting, collaborating and building relationships. With Bridget Gleason
Aug 25, 2017 • 34 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
550: Account-based Orchestration for B2B Sales. With Srihari Kumar
Aug 24, 2017 • 37 min
Srihari Kumar, CEO of ZenIQ, and AI-driven account-based orchestration system, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
549: Align Your Marketing and Sales Teams to Increase Your Revenue. With Hugh MacFarlane
Aug 23, 2017 • 41 min
Hugh MacFarlane, originator of ‘The Buyer’s Journey,’ author of The Leaky Funnel, and Founder and CEO of Align.Me, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
548: 4 Cornerstone Habits That Drive Our Success. With Randall Bell
Aug 22, 2017 • 36 min
Randall Bell, CEO of the Landmark Research Group, and author of Me We Do Be: The Four Cornerstones of Success, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
547: How to Build Your Authority with Effective PR. With Josh Elledge
Aug 21, 2017 • 33 min
Josh Elledge, Founder of upendPR and Chief Executive of SavingsAngel, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
546: Keep Your Sales as Simple as Possible. With Bridget Gleason.
Aug 20, 2017 • 27 min
Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
545: Accelerate! Expresso
Aug 19, 2017 • 13 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
544: Books to Elevate Your Attitude and Change Your Behavior. With Bridget Gleason
Aug 18, 2017 • 33 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
543: Does Sales & Marketing Intelligence Democratize Sales Growth? With Katie Bullard
Aug 17, 2017 • 37 min
Katie Bullard, Chief Growth Officer at DiscoverOrg, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
542: How to Make Content Marketing Work for You. With Drew Neisser
Aug 16, 2017 • 36 min
Drew Neisser, Founder and CEO of Renegade, a leading marketing agency, joins me for the second time on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
541: How the Sales Process is Evolving. With David J.P. “DFish” Fisher
Aug 15, 2017 • 38 min
David JP “DFish” Fisher, keynote speaker, and author of Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection, joins me for the second time on this episode. Learn more about your ad choices. Visit…
540: The Importance of Principles vs. Methods in Sales. With John Rossman
Aug 14, 2017 • 35 min
John Rossman, author of The Amazon Way on IoT: 10 Principles for Every Leader from the World’s Leading Internet of Things Strategies, and The Amazon Way: 14 Leadership Principles Behind the World’s Most Disruptive Company, joins me on this episode. Learn…
539: What Should You Be Doing, But Aren’t? Overcoming The Sales Fears That Are Holding You Back with Townsend Wardlaw.
Aug 13, 2017 • 43 min
Townsend Wardlaw is a sales transformation architect. In this episode, he talks in depth about the fears that paralyze many sales reps and provides effective strategies they can use to overcome them to transform their sales results. Townsend describes the…
538: Accelerate! Expresso
Aug 12, 2017 • 16 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
537: Empathy: In Shorter Supply as Demand Increases. With Bridget Gleason
Aug 11, 2017 • 31 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
536: Use AI on Sales Calls to Increase Rep Productivity. With Sabrina Atienza
Aug 10, 2017 • 33 min
Sabrina Atienza, Founder and CEO of Qurious.io, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
535: Why Best Practices are Stupid. With Stephen Shapiro
Aug 9, 2017 • 37 min
Stephen Shapiro, Hall of Fame speaker, and author of a few books, including Best Practices are Stupid: 40 Ways to Out-Innovate the Competition, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
534: Closing Starts at the Beginning of a Deal. With Anthony Iannarino
Aug 8, 2017 • 37 min
Anthony Iannarino, best-selling author of The Only Sales Guide You’ll Ever Need, and author of the new book, The Lost Art of Closing: Winning the Ten Commitments that Drive Sales, joins me for the fourth time on this episode. Learn more about your ad…
533: Why a Greater Focus on the Buyer is Essential. With Robert Koehler
Aug 7, 2017 • 40 min
Robert Koehler, Director of Consulting at TOPO, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
532: Accelerate! Expresso
Aug 6, 2017 • 20 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
531: How to Build Trust to Win New Customer Business. With Karl Sakas
Aug 5, 2017 • 34 min
Karl Sakas, Founder and CEO of Sakas & Company, and author of a couple of books, including his latest, Made to Lead, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
530: Do Buyers Benefit from Sales Automation? With Bridget Gleason
Aug 4, 2017 • 34 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
529: Using Automation to Enhance the Human Element of Sales. With Kyle Porter
Aug 3, 2017 • 40 min
Kyle Porter, CEO and Founder of SalesLoft, joins me for the second time on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
528: How to Fix the Failing Sales Model. With Jacco vanderKooij
Aug 2, 2017 • 45 min
Jacco vanderKooij, Founder and CEO of Winning by Design, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
527: The Mindset to Sell like a Mad Genius. With Randy Gage
Aug 1, 2017 • 35 min
Randy Gage, bestselling author and leading speaker on success and prosperity, and President of the Prosperity Factory, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
526: Rethinking Sales for the 21st Century. With Chris Ortolano
Jul 31, 2017 • 37 min
Chris Ortolano, Sales Productivity Partner at Outbound Edge, and Chapter President of the AA-ISP in Portland, Oregon, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
525: Accelerate! Expresso
Jul 30, 2017 • 22 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
524: How to be resilient when life sucks. With Allison Graham
Jul 29, 2017 • 44 min
Allison Graham, consultant, and author of Married My Mom Birthed A Dog: How to be Resilient When Life Sucks, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
523: Coping with the Ups and Downs of Sales and Life. With Bridget Gleason
Jul 28, 2017 • 35 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
522: How to Accelerate Sales with AI and Machine Learning. With Roy Raanani
Jul 27, 2017 • 38 min
Roy Raanani, CEO and Co-Founder of Chorus.ai, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
521: The True Measure of Sales Productivity. With Erol Toker
Jul 26, 2017 • 36 min
Erol Toker, Founder and CEO of Truly, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
520: The Key Traits of High-Performing B2B Marketing Teams. With Mathew Sweezey
Jul 25, 2017 • 38 min
Mathew Sweezey, an author, keynote speaker, and Principal of Marketing Insights at Salesforce.com, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
519: Tracking Account-Based Marketing Success. With Andrew Sinclair
Jul 24, 2017 • 34 min
Andrew Sinclair, Founder of Lane Four, an account-based sales and marketing application, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
518: Accelerate! Expresso
Jul 23, 2017 • 28 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
517: Sales Secrets and Hiring Hints for Startup Success. With Pat Helmers
Jul 22, 2017 • 35 min
Pat Helmers, author of the Selling with Confidence sales system, and host of the Sales Babble podcast, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
516: Do Sales Quotas Lose Meaning if Too Few Meet Them? With Bridget Gleason
Jul 21, 2017 • 32 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
515: Let AI Nudge You into Sales Relationships. With Paul Teshima
Jul 20, 2017 • 36 min
Paul Teshima, Co-Founder and CEO of Nudge.ai, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
514: BAM! Pow! The One-Two Punch of Knockout Prospectors. With Tony Hughes
Jul 19, 2017 • 38 min
Tony Hughes, Founder and Managing Director of RSVP Selling, blogger, and author of a couple of books, including The Joshua Principle, and his latest book, Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales, joins me for…
513: Curiosity Might Have Killed the Cat. But, a Lack of Curiosity Definitely Kills the Sale. With Babette Ten Haken
Jul 18, 2017 • 34 min
Babette Ten Haken, Founder and President of Sales Aerobics for Engineers®, LLC, joins me for the second time on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
512: 10X Your Effectiveness with Engaged Leadership. With Stephen Moulton
Jul 17, 2017 • 37 min
Stephen Moulton, President of Action Insight, and author of The CEO’s Advantage: 7 Keys for Hiring Extraordinary Leaders, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
511: Accelerate! Expresso
Jul 16, 2017 • 22 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
510: Coaching Digital Natives to Make Human Connections. With Dan Negroni
Jul 15, 2017 • 34 min
Dan Negroni, Founder and CEO of Launchbox, and author of Chasing Relevance: 6 Steps to Understand, Engage, and Maximize Next Generation Leaders in the Workplace, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
509: The Key Character Traits of Successful Sales Reps. With Bridget Gleason
Jul 14, 2017 • 33 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
508: How to Modernize Your Customer Sales Experience. With Daniel Rodriguez
Jul 13, 2017 • 38 min
Daniel Rodriguez, VP of Marketing at Seismic Software, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
507: How to Identify Product Qualified Leads. With Mitch Morando
Jul 12, 2017 • 39 min
Mitch Morando, Founder and CEO of Whalr, helping sales teams identify product qualified leads, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
506: The Swagger Mindset of Top Performers. With Joe Gianni
Jul 11, 2017 • 37 min
Joe Gianni, CEO and President of 2logical Inc., a training company, based in Rochester, NY, and author of Swagger: The Way of the Sway to Sales and Life Success, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
505: 5 Proven Habits of Number One Performers. With Scott Ingram
Jul 10, 2017 • 42 min
Scott Ingram, a practicing salesperson in his day job, and moonlighting as host of the Sales Success Stories Podcast, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
504: Accelerate! Expresso
Jul 9, 2017 • 23 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
503: The Future of Marketing is Now. With Jon Wuebben
Jul 8, 2017 • 35 min
Jon Wuebben, Founder and CEO of Content Launch, author of Content is Currency: Developing Powerful Content for Web and Mobile, and Future Marketing: Winning in the Prosumer Age, joins me for the second time on this episode. Learn more about your ad…
502: From Crazy to Caring. Why Bosses Matter. With Bridget Gleason
Jul 7, 2017 • 28 min
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
501: The Value of Software Review Sites. With Bertrand Hazard
Jul 6, 2017 • 40 min
Bertrand Hazard, VP of Marketing at TrustRadius, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 500: Social Selling is Simply Selling With Koka Sexton
Jul 5, 2017 • 38 min
Beyond the buzzwords, are any sales behaviors really anything different from each other? Koka Sexton, Global Industry Principal for Social Selling at Hootsuite, and formerly of LinkedIn, joins me on this episode. Learn more about your ad choices. Visit…
REPLAY of Episode 331: How to Sell More in Less Time. With Jill Konrath
Jul 4, 2017 • 38 min
** Originally released on December 15th, 2017 ** Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile…
REPLAY of Episode 259: High Profit Prospecting. With Mark Hunter
Jul 3, 2017 • 28 min
** Originally released on September 21st, 2016 ** Mark Hunter, the Sales Hunter, joins me once again on Accelerate! We’re talking about his new book, High Profit Prospecting. (Mark was also the author of High Profit Selling.) Among the topics we discuss…
Accelerate! Expresso #12
Jul 2, 2017 • 21 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 499: Sales Behaviors That Make It Easier To Engage with Buyers With Nancy Bleeke
Jul 1, 2017 • 38 min
What actions and methods are you taking to make sure buyers want to talk to you? Nancy Bleeke, President and Chief Sales Officer of Sales Pro Insider, and author of a great book called, Conversations That Sell, joins me for the second time on this…
Episode 498: What are your sales principles? With Bridget Gleason
Jun 30, 2017 • 30 min
How can you move beyond closing deals to true greatness? Strong principles are a great place to start. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 497: Is Your CRM Designed for Managers or to Help Salespeople Build Relationships with Buyers? With Andy Fowler
Jun 29, 2017 • 34 min
In this episode, we discuss CRM technology. Andy Fowler, Co-Founder and CTO of Nutshell CRM, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 496: You Don’t Close Buyers. They Persuade Themselves. With Harry Mills
Jun 28, 2017 • 48 min
What is sales if not persuasion and influence? Harry Mills counteracts popular myths about the profession in this episode. Harry Mills, author of a new book called Zero Resistance: The Science and Secrets of Supercharging Your Sales by Eliminating Buyer…
Episode 495: Learn How to Create a Killer Presentation by Asking the Right Questions with Tim Wackel
Jun 27, 2017 • 40 min
The presentation is a pivotal moment of your sales process. Are you ready to level up your presentation game? Tim Wackel, top sales trainer and leading expert on making better sales presentations, joins me for the second time on this episode. Learn more…
Episode 494: Quick Fixes for Poor Sales Productivity With Townsend Wardlaw
Jun 26, 2017 • 41 min
Sales productivity is the ever-present challenges for sales leaders. How can you achieve more with the team you have already? Townsend Wardlaw, sales transformation architect, joins me for the second time on this episode. Learn more about your ad choices.…
Episode 493: How To Build Your No Sweat Elevator Pitch With Fred Miller
Jun 24, 2017 • 42 min
One of the most classic terms in sales is the ‘elevator pitch’ - but what does it really mean, especially today? Fred Miller, author of the new book, The No Sweat Elevator Speech!: How to Craft YOUR Elevator Speech Floor by Floor, with No Sweat! joins me…
Episode 492: Are You Prepared to Achieve Your Career Goals? With Bridget Gleason
Jun 23, 2017 • 34 min
Finding a mentor, visualizing success, and putting in the hours are all part of a successful career in sales. But are you really doing what it takes? Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about…
Episode 491: A Pattern of Note-taking Drives Sales Success w/ Derek Draper
Jun 22, 2017 • 45 min
In this episode, we think about what note-taking means for sales reps as a discipline. Derek Draper, CEO of Pattern, an application that’s an enterprise notepad for sales teams, joins me on this episode. Learn more about your ad choices. Visit…
Episode 490: The Essential Steps that Influence Your Customers’ Decision-Making w/ Barry Schwartz
Jun 21, 2017 • 36 min
This episode talks through a few of the key ways of thinking that top sellers employ to expand their influence. Barry Schwartz, Author of multiple bestsellers, including the classic book on decision-making, The Paradox of Choice: Why Less is More, joins…
Episode 489: The Key Traits of the Successful Salesperson w/ Mark Cox
Jun 20, 2017 • 41 min
Across all sellers, there are some consistent qualities that make some people the best. Mark Cox, Managing Partner of In The Funnel, a sales consulting firm based in Toronto, joins me on this episode of #Accelerate! Learn more about your ad choices. Visit…
Episode 488: How to Become a Top Sales Manager w/ Kevin Davis
Jun 19, 2017 • 35 min
Sales management is tough to get right, and is certainly not for everyone. This episode discusses how to get sales management right the first time. Kevin Davis, President of Top Line Leadership, and author of multiple books, including his latest, The…
Accelerate! Expresso #11
Jun 18, 2017 • 17 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 487: Boosting Sales Productivity with a Virtual Assistant w/ Eric Taussig
Jun 17, 2017 • 36 min
This episode elaborates on the value of personal productivity, and how you can augment your skills with a virtual assistant. Eric Taussig, Co-Founder and CEO of Prialto, which helps executives and companies improve their productivity through the…
Episode 486: Balancing summer vacations, travel, family and work w/ Bridget Gleason
Jun 16, 2017 • 27 min
Sometimes travel is just a part of the sales life. How do you balance work travel, personal travel, and life? Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit…
Episode 485: Creating Campaigns People Want to Share w/ Michael Africk
Jun 15, 2017 • 38 min
Messaging and generating buzz is not just the responsibility of the marketing department. In sales, messaging is part of your every day existence. Michael Africk, Serial entrepreneur, and CEO/Founder at Inmoji, and a recording artist, joins me on this…
Episode 484: What’s Your One Word w/ Evan Carmichael
Jun 14, 2017 • 37 min
More than a mantra, or a pithy phrase - your one word is the thing that keeps you going through good times and bad. Evan Carmichael, Author of the new book, Your One Word, joins me for the second time on this episode. Learn more about your ad choices.…
Episode 483: How to Get the Right Things Done w/ David Allen
Jun 13, 2017 • 31 min
How do you know you are investing your time wisely? In this episode, we find the answer, and much more. David Allen, Founder of David Allen Company, and author of three bestselling books, including the all-time classic, Getting Things Done: The Art of…
Episode 482: Leading a Four Generation Sales Team w/ Kelly Riggs
Jun 12, 2017 • 45 min
Every generation has its differences - what do you do when you are asked to lead a team across four of them? Kelly Riggs, Creator of the Business Locker Room, author of Quit Whining and Start Selling, speaker, podcaster, and Co-Founder of Counter Mentors,…
Accelerate! Expresso #10
Jun 11, 2017 • 19 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 481: How to Get Your Next Job with Social Selling w/ Ian Moyse
Jun 10, 2017 • 37 min
In this episode, we describe how sales reps can improve their social selling skills one step at at a time. Ian Moyse, UK Sales Director at Natterbox, and a cloud and social selling specialist, joins me on this episode of #Accelerate! Learn more about your…
480: Cold Calling — What it Means for You w/ Bridget Gleason
Jun 9, 2017 • 31 min
Cold calling is one of the most dreaded yet most valuable activities a sales rep can do. Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
479: How to Understand and Use Sales Data w/ Oleg Rogynskyy
Jun 8, 2017 • 35 min
Sales data is pivotal to the modern sales process. Here we unlock some of its most valuable secrets. Oleg Rogynskyy, Founder and CEO of People.ai, a sales management platform based on hard data, joins me on this episode. Learn more about your ad choices.…
Episode 478: How to Sell to the C-Suite w/ Jeffrey Hayzlett
Jun 7, 2017 • 35 min
The C-Suite is valuable and elusive, but there are common threads sellers can pick up on to gain an edge. Jeffrey Hayzlett, CEO of Hayzlett Group, Founder and Chairman of C-Suite Network, C-Suite TV, and C-Suite Advisors, joins me on this episode. Learn…
Episode 477: The Value of Sales Ops w/ Matt Bertuzzi
Jun 6, 2017 • 41 min
Sales operations is often an unsung role with massive potential for the organization. Matt Bertuzzi, who runs sales and marketing ops at The Bridge Group, and who is author of the new book, Lightning Sales Ops, joins me on this episode. Learn more about…
Episode 476: How to Automate Sales Coaching w/ Cory Bray
Jun 5, 2017 • 33 min
Today’s episode unveils valuable advice on sales coaching, and how to do more with less. Cory Bray, CEO of ClozeLoop, formerly known as CareerSofia, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
Accelerate! Expresso #09
Jun 4, 2017 • 22 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
475: If You’re In Sales, Influence is Your Job w/ Peter Winick
Jun 3, 2017 • 35 min
In this episode, we talk influence, persuasion, and effectiveness of sales reps. Peter Winick, Founder and CEO of Thought Leadership Leverage, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 474: Don’t Be a Lazy and Lousy Interviewer w/ Bridget Gleason
Jun 2, 2017 • 27 min
A great interview or a terrible interview in sales hinges on a few key strategies and tactics. Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 473: Maximize the Selling Time of Field Sales Reps w/ Steven Benson
Jun 1, 2017 • 39 min
Selling time is notoriously sapped by many distractions and time-wasters for sellers. In this episode, we dig deep on sales productivity. Steven Benson, CEO of BadgerMapping.com, joins me on this episode. Learn more about your ad choices. Visit…
Episode 472: 80 20 Sales and Marketing | How to Apply the 80/20 Rule to Your Sales w/ Perry Marshall
May 31, 2017 • 44 min
In this episode, we apply the Pareto Principle to the concepts of sales and marketing. Perry Marshall, bestselling author of 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More, joins me on this episode. Learn more about your…
Episode 471: Sell How Your Customers Want to Buy w/ Kristin Zhivago
May 30, 2017 • 38 min
In this episode, we elaborate on how so much of the purchase decision happens without a sales rep present, and what smart reps can do about it. Kristin Zhivago, President at CloudPotential, and author of Roadmap to Revenue: How to Sell the Way Your…
Episode 470: How to Win By Being Nice w/ Doug Sandler
May 29, 2017 • 43 min
“Nice guys finish last” is not only false, it is misleading. Doug Sandler, blogger, host of the Nice Guys on Business podcast, and author of Nice Guys Finish First, joins me on this episode of #Accelerate! Learn more about your ad choices. Visit…
Accelerate! Expresso #08
May 28, 2017 • 20 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 469: Reduce Wasted Sales Time with Clean Data w/ Shawn Finder
May 27, 2017 • 34 min
The value of an outbound prospecting strategy is only as effective as the data you use to build your lists. Shawn Finder, CEO of ExchangeLeads, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 468: Using Questions to Mentor Sales Reps w/ Bridget Gleason
May 26, 2017 • 34 min
When we think of questions in sales, we often think of discovery. But discovery is useful for more than just customers. Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit…
Episode 467: How to Use CRM to Nudge Sales Forward and Get Things Done w/ Michael FitzGerald
May 25, 2017 • 37 min
Nothing is more crucial in sales operations than a reliable single source of truth. Michael FitzGerald, CEO at OnePageCRM, joins me on this episode of #Accelerate! Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 465: Top Trends in B2B Sales and Marketing w/ William Wickey
May 23, 2017 • 37 min
For sales reps, collaborating with marketing can be one of the most fruitful internal strategies. William Wickey, Senior Manager of Content and Media Strategy at LeadGenius, and one of the authors of an ebook, 2017 Trends & Tech Guide for B2B Sales &…
Episode 464: How to Inspire Lifetime Loyalty with Employees w/ Lee Caraher
May 22, 2017 • 39 min
Nothing is more valuable to a company than its employees. That is why building and fostering loyalty with employees is one of the highest callings of a leader. Lee Caraher, CEO of Double Forte digital agency in San Francisco, keynote speaker, and author…
Accelerate! Expresso #07
May 21, 2017 • 16 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 463: Leading Through the Turn w/ Elise Mitchell
May 20, 2017 • 36 min
Sales is a profession in need of leadership. In this episode, we filter through the noise to uncover true leadership skills. Elise Mitchell, CEO of Mitchell Communications Group, and CEO of Dentsu Aegis Public Relations Network, as well as the author of a…
Episode 462: How to Get the Most From a Sales Book w/ Bridget Gleason
May 19, 2017 • 31 min
There are more sales gurus than imaginable - how do you extract value from the right sales books? Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 461: Improve Call Coaching with Intelligent Call Summaries w/ Amit Bendov
May 18, 2017 • 39 min
Note - this is about sales software circa 2017. To learn about the latest in sales software, please visit www.ringdna.com/conversationai Amit Bendov, CEO and Co-Founder of Gong.io, joins me on this episode. Learn more about your ad choices. Visit…
Episode 460: How to use Systems to Accelerate Sales w/ Mike Kunkle
May 17, 2017 • 40 min
Selling is more than just being persuasive and building relationships, it involves methodologies and systems. Mike Kunkle, widely recognized sales transformation strategist, practitioner, speaker, and writer, joins me on this episode. Learn more about…
Episode 459: How to Use Data Thoughtfully to Increase Your Sales w/ John H. Johnson
May 16, 2017 • 39 min
In this episode, we consider what the constant drip of data means for salespeople, and how to most effectively optimize your selling strategy based on the metrics. John H. Johnson, President and CEO at Edgeworth Economics, keynote speaker, and co-author…
Episode 458: Thinking Right Side Up About Sales w/ David A. Fields.
May 15, 2017 • 36 min
The customer is always a priority, but sometimes we can lose sight of that in sales. In this episode, we consider how to avoid that trap. Learn more about your ad choices. Visit megaphone.fm/adchoices
Accelerate! Expresso #06
May 14, 2017 • 26 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 457: Building and Hiring for a Startup w/ Alex Berman
May 13, 2017 • 42 min
Joining or founding a startup is a thrill, but building a working sales process from scratch is notoriously difficult. Alex Berman, Co-Founder of Experiment27 (X27), a company that provides lead generation services for digital agencies, joins me on this…
Episode 456: How to Outrun the Competition w/ Bridget Gleason
May 12, 2017 • 30 min
In this episode, we dive into the foundations of competitive selling, and provide practical tips for leaders looking to outrun tough competitors. Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Learn more about…
Episode 455: How to Prioritize Your Hottest Leads w/ Philip Schweizer
May 11, 2017 • 42 min
In this episode, we discuss the value of the inbound lead, and what steps leaders should take to ensure they receive the treatment they deserve. Philip Schweizer, CEO of SalesWings, a sales engagement company based in Switzerland, joins me on this…
Episode 454: The Ins and Outs of Customer Success w/ Lincoln Murphy
May 10, 2017 • 39 min
In this podcast, we decipher the mysteries of customer success, and cover how that role should play out in the overall revenue scope. Lincoln Murphy, Customer Success Architect and Mentor at Storm Ventures, and co-author of Customer Success: How…
Episode 453: Future Sales Trends and Beyond w/ Josiane Feigon
May 9, 2017 • 33 min
In this episode, we look into the sales crystal ball to see how the profession will evolve in the near future. Josiane Feigon, sales futurist, Founder of TeleSmart Communications, Inc., and the author of Smart Sales Manager, and Smart Selling on the Phone…
Episode 452: All About Inside Sales and SDRs w/ Sally Duby
May 8, 2017 • 34 min
In this episode, we get deep on sales ops, covering how inside sales and SDR teams can be more effective and better enabled. Sally Duby, West Coast General Manager of the Bridge Group, Inc., and inside sales and sales development expert, joins me on this…
Accelerate! Expresso #05
May 7, 2017 • 15 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 451: How to Engage the C-Suite w/ Sharon Gillenwate
May 6, 2017 • 42 min
In this episode, we have a conversation about the elusive yet valuable C-suite buyer, and how sales reps can optimize for success. Sharon Gillenwater, Founder of Boardroom Insiders, and CXO engagement strategy expert, joins me on this episode. Learn more…
Episode 450: Are Sales Roles Too Specialized? w/ Bridget Gleason and Anthony Iannarino
May 5, 2017 • 40 min
In this episode, we unpack sales qualification and sales role structure, and how that relates back to driving revenue the right way. Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. This episode also features guest…
Episode 449: Coaching for Positive Behavior Change w/ Michael Bungay Stanier
May 4, 2017 • 49 min
In this episode, we consider the finer aspects of sales coaching - including why managers fail to execute it properly and how to solve common problems. Michael Bungay Stanier, Senior Partner at Box of Crayons — a consulting company that helps…
Episode 448: Sales/Marketing Alignment and Account-based Strategies w/ Justin Gray
May 3, 2017 • 42 min
On this episode, we drive into the day-to-day processes of individual reps, searching for nuggets of wisdom and optimization. Justin Gray, Co-Founder and CEO of LeadMD, joins me on this episode. Learn more about your ad choices. Visit…
447: Winning with the Science of Selling w/ David Hoffeld
May 2, 2017 • 43 min
On this show, we discuss the scientific, repeatable, testable parts of the sale. David Hoffeld, sales trainer, Founder of Hoffeld Group.com, and author of the new bestselling book, The Science of Selling, joins me on this episode. Learn more about your ad…
Episode 446: Perfect Your Screen-to- Screen Selling w/ Doug Devitre
May 1, 2017 • 43 min
In this episode, we walk through some concrete steps that reps can take to power up their sales process and improve sales conversations. Doug Devitre, Founder of Doug Devitre International, and author of Screen to Screen Selling, and wannabe sushi chef,…
Accelerate! Expresso #04
Apr 30, 2017 • 16 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 445: How Content Marketing Is Changing w/ Sonia Simone
Apr 29, 2017 • 38 min
On this show, we discuss how content marketing continues to evolve, and how that evolution affects the sales profession. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 444: How Women Sell Differently than Men w/ Bridget Gleason
Apr 28, 2017 • 35 min
In this episode, we unveil some psychology about how selling differs across the gender divide. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 443: What Stands Between You and Your Greatness? w/ Lolly Daskal
Apr 27, 2017 • 36 min
This episode dives deep into the personal exceptionalism of every individual, and how sellers and dig deep to find it. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 442: How to Fix Corporate Sales Training w/ Ray Makela
Apr 26, 2017 • 42 min
In this episode, we discuss the failings of corporate sales training, and why they are so disconnected from today’s buyers. Ray Makela, Chief Customer Officer of the Sales Readiness Group, a leading B2B sales and sales management training company, joins…
Episode 441: How to Keep up With Digital Buyers w/ Javaid Iqbal
Apr 25, 2017 • 46 min
In this podcast, we dive into the ever-evolving expectations and needs of our buyers in the digital world. ´╗┐Javaid Iqbal, digital futurist, C-suite advisor on customer innovation, inspirational speaker and educator, longtime consulting executive with big…
Episode 440: Personal Branding that Moves Buyers w/ Libby Gill
Apr 24, 2017 • 33 min
This show dives deep into building an online and offline persona for yourself that motivates your buyers in unprecedented ways. Learn more about your ad choices. Visit megaphone.fm/adchoices
Accelerate! Expresso #03
Apr 23, 2017 • 16 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 439: How to Transform Your Processes for Sustained Growth w/ Greg Head
Apr 22, 2017 • 38 min
In this episode, we unearth the meaning of personal productivity in ways that most sales reps have not considered. Greg Head, CEO of Greg Head Consulting, and former CMO of Infusionsoft, joins me on this episode. Learn more about your ad choices. Visit…
Episode 438: Keep Your Sales as Simple as Possible w/ Bridget Gleason
Apr 21, 2017 • 26 min
In this episode, we consider the values of minimalism and how they apply to sales processes. Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 437: Use Small Data to Compress Sales Cycles and Increase Conversions w/ Mark Ripley
Apr 20, 2017 • 45 min
In today’s episode, we unlock the power of small data, rather than big data, to test and measure the efficacy of your sales process. Mark Ripley, VP of Sales for Insightly, a CRM and project management system, joins me on this episode. Learn more about…
Episode 436: How to Improve Sales Productivity Through Coaching w/ Keith Rosen
Apr 19, 2017 • 43 min
In this episode, we discuss the fundamentals of sales productivity that reps can harness right now. Keith Rosen, CEO, executive sales coach, transformational expert, advisor to top sales leaders, and author of the number one sales coaching book, Coaching…
435: Frame a Message That Resonates with Buyers w/ Barbara Giamanco
Apr 18, 2017 • 45 min
In this episode, we unlock the real meaning of sales messaging - how sellers can mold and shape a message that is persuasive and productive. Barbara Giamanco, a Keynote speaker, coauthor of the great book, The New Handshake: Sales Meets Social Media, and…
Episode 434: How to Live a Life of Significance and Intention w/ Larry Broughton
Apr 17, 2017 • 40 min
On this episode, we unlock tips for personal growth that sellers can use to tie their career back to true meaning. Larry Broughton, an award-winning entrepreneur, CEO, bestselling author, keynote speaker, and mentor to other entrepreneurs, joins me on…
Accelerate! Expresso #02
Apr 16, 2017 • 21 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 433: Follow Your Own Path to Happiness and Success w/ Paul Kortman
Apr 15, 2017 • 41 min
In this episode, we talk about sales careers and how they intersect with our own personal joy. Paul Kortman, Founder of Connex Digital Marketing, and digital nomad, joins me on this episode. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 432: Build the Right Relationships with Your Buyers
Apr 14, 2017 • 27 min
The relationship is a well-worn topic in sales, but in this episode we uncover new insights unfamiliar to most sellers. Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays. Learn more about your ad choices. Visit…
Episode 431: Improving Productivity with Sales Enablement w/ Giles House
Apr 13, 2017 • 39 min
This episode paints a picture of a more productive salesperson, from the personal habits to the corporate strategies needed to get there. Giles House, CMO of CallidusCloud, joins me on this episode. Learn more about your ad choices. Visit…
430: Winning with Account-Based Strategies w/ Trish Bertuzzi
Apr 12, 2017 • 41 min
Today’s show unveils the right steps to take with account-based strategies, whether sales or marketing focused. Trish Bertuzzi, President of The Bridge Group, author of the Amazon #1 bestselling book, The Sales Development Playbook: How to Build…
Episode 429: Mold Your Mindset for Success w/ Gerhard Gschwandtner
Apr 11, 2017 • 36 min
Gerhardt Gschwandtner, Founder and CEO of Selling Power Magazine, and CEO of the Sales 3.0 Conferences, joins me on this episode. The personal mindset is one of the most crucial weapons or enemies of a sales rep. In this show, we uncover the keys to…
Episode 428: Correctly Using Data to Manage Sales w/ Greg Dalli
Apr 10, 2017 • 40 min
Greg Dalli, Co-Founder of Clarus Designs joins me on this episode. In today’s show, we discuss the role data has in the modern sales approach, with a few surprising twists. Learn more about your ad choices. Visit megaphone.fm/adchoices
Accelerate! Expresso #01
Apr 9, 2017 • 24 min
Accelerate! Expresso. It’s a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you…
Episode 427: Put Purpose to Work in Your Business w/ Scott Beebe
Apr 8, 2017 • 34 min
Scott Beebe, Founder and Head Coach of MyBusinessOnPurpose.com, joins me on this episode. In this show, we consider the power of vision stories and visualizing success in sales, business, and life. Learn more about your ad choices. Visit…
Episode 426: How to Use High-Quality Content To Fill Your Funnel w/ Eric Siu
Apr 7, 2017 • 31 min
In this episode, we discuss how the buyers process starts, and where the connection with sales belongs. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 425: How to Engage the Interest of Prospects w/ Jeff Schmidt
Apr 6, 2017 • 38 min
In this episode, we elaborate on the ability of sales reps to align their selling processes to the buyer’s own purchase process. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 424: How to Sell on LinkedIn w/ Erik Qualman
Apr 5, 2017 • 35 min
In this episode, we uncover the pure power of social selling, and how reps and harness it for their benefit in unexpected ways. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 423: Increase Sales by Increasing Diversity w/ Lori Richardson
Apr 4, 2017 • 42 min
In this episode, we unpack the power of diversity and inclusion and its relation to more sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 422: Inspire Buyers to Action w/ Doyle Slayton
Apr 3, 2017 • 40 min
In this episode we talk with Doyle Slayton, CEO and Founder of Xoombi, about motivating buyers to follow your lead. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 421: How to Solve Common Sales Problems w/ Suzanne Paling
Apr 1, 2017 • 39 min
In this episode, we uncover the 15 most common sales problems that reps are likely to face, and how to address them now. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 420: How to Optimize Your Sales Process w/ Bridget Gleason
Mar 31, 2017 • 28 min
In this episode, we dive into the sales process and pitfalls that sales managers can avoid to ensure its effectiveness in their organization. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 419: How (and why) to Send a Cup of Coffee to a Buyer w/ Braydan Young
Mar 30, 2017 • 39 min
In this episode, we dive into the value of gifts for prospects in the modern sales approach, including when and when not to send. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 418: Process and Execution Rule in B2B Selling w/ Tibor Shanto
Mar 29, 2017 • 52 min
In this episode we talk about mistakes sellers make, and how to get in contact with buyers who are not easily accessible via the traditional channels. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 417: How to Achieve Your Goals with Passion, a Plan and a Purpose w/ Jon Ferrara
Mar 28, 2017 • 47 min
In this episode, we discuss what passion for your career means for sales professionals in ways that can maximize their profits and productivity. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 416: The Best Practices for Sales Managers w/ Kevin Davis
Mar 27, 2017 • 49 min
In this episode we unlock the methods sales managers can employ to multiply the output and effectiveness of their teams. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 415: Make it Easy for Buyers to Do Business with You w/ Gavin Zuchlinski
Mar 25, 2017 • 35 min
In this episode, we elaborate on making your value proposition more meaningful and believable for buyers. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 414: Are You a Great Candidate for Your Next Sales Job? w/ Bridget Gleason.
Mar 24, 2017 • 28 min
In this episode we unearth what the top sales candidates do to set themselves apart, and how you can find strategies to make your candidacy more attractive to employers. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 413: Using Data to Drive Effective Coaching w/ Duncan Lennox.
Mar 23, 2017 • 39 min
In this episode, we unlock some of the data-driven secrets that top performers use in their sales coaching sessions. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 412: How To Create Value for Your Prospects w/ Jack Kosakowski.
Mar 22, 2017 • 40 min
In this episode, we dig deep into what challenges sales teams face today, and how to overcome them in a definitive fashion. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 411: How To Build Trust-based Relationships in Sales. w/ Charles Green
Mar 21, 2017 • 44 min
This episode dives into what it takes to generate trust with your prospects and customers in an authentic, valuable way. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 410: Put the Customer First to Close More Sales Faster w/ Jeff Shore
Mar 20, 2017 • 43 min
This episode finds us rethinking what it means to truly put the customer first to drive compelling results. Learn more about your ad choices. Visit megaphone.fm/adchoices
Special Episode: How to Be an Ultra High Performer w/ Jeb Blount.
Mar 19, 2017 • 43 min
In this special episode with Jeb Blount, we unlock the secrets of ultra high performance sales professionals. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 409: Small Talk Leads to Sales Talk w/ Stephanie Melish.
Mar 18, 2017 • 43 min
In this episode, we discuss what authentic sales and creativity can do to a sales pipeline. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 408: Books to Help You Sell w/ Bridget Gleason.
Mar 17, 2017 • 29 min
In this episode, we discuss the best sales books and how those can help salespeople only become more effective. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 407: How to Optimize Your Sales Effectiveness w/ Manny Medina.
Mar 16, 2017 • 44 min
In this episode we discuss the state of sales software in 2017. For the latest in sales software, visit www.ringdna.com. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 406: Hurdle the Barriers to Your Sales Success w/ Ralph Barsi
Mar 15, 2017 • 51 min
In this episode we cover the master strategies that top sellers use to tackle barriers to sales success. Learn more about your ad choices. Visit megaphone.fm/adchoices
405: How To Rock Your Personal Brand on LinkedIn. With Viveka von Rosen.
Mar 14, 2017 • 44 min
In this episode, we discuss how a personal brand can drive sales success like never seen before. Viveka von Rosen is a social selling expert, and author of a brand new book, LinkedIn: 101 Ways to Rock Your Personal Brand, Grow Your Network, and Build Your…
404: Push Your Limits to Achieve the Impossible. With Dan Waldschmidt.
Mar 13, 2017 • 46 min
Dan Waldschmidt, is a keynote speaker, business strategist, ultra runner, business owner and author of Edgy Conversations: How Ordinary People Can Achieve Outrageous Success. Learn more about your ad choices. Visit megaphone.fm/adchoices
403: WOW Your Prospects to Take Their Eyes off the Price. With John “JD” Dwyer.
Mar 11, 2017 • 36 min
In this episode, we discuss the power of wow factors with customers in conversation with John “JD” Dwyer, CEO of The Institute of WOW, on the Gold Coast of Australia. Learn more about your ad choices. Visit megaphone.fm/adchoices
402: How to Build Fundamental Sales Habits, With Bridget Gleason.
Mar 10, 2017 • 27 min
Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
401: How to Increase Conversions with Video Email. With Stephen Pacinelli.
Mar 9, 2017 • 41 min
In this episode, we talk to Stephen Pacinelli, CEO of BombBomb, about increasing sales conversions. Learn more about your ad choices. Visit megaphone.fm/adchoices
400: Use A Talent Strategy to Hire ‘A’ Players. With Mike Drapeau.
Mar 8, 2017 • 43 min
Mike Drapeau, is Managing Partner at Sales Benchmark Index. He heads SBI’s internal talent development. Learn more about your ad choices. Visit megaphone.fm/adchoices
399: Cut “No-Decisions” in Half with Great Software Demonstrations. With Peter Cohan.
Mar 7, 2017 • 47 min
Peter Cohan is Founder of The Second Derivative, author of Great Demo! How To Create And Execute Stunning Software Demonstrations, and expert in giving online software presentations and software demonstrations. Learn more about your ad choices. Visit…
398: How to Accelerate Your Growth with Marketing and Sales Alignment. With Tracy Eiler.
Mar 6, 2017 • 38 min
Tracy Eiler, is Chief Marketing Officer at InsideView, and the co-author of a new book, with Andrea Austin, called Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth. Learn more about your ad choices. Visit…
Episode 397: How to Add Value with Affiliate Marketing. With Priest Willis.
Mar 4, 2017 • 43 min
Priest Willis, Founder and CEO of Affiliate Mission. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 396: How to Plan, Prepare and Travel for Business. With Bridget Gleason.
Mar 3, 2017 • 37 min
Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 395: Boost Conversions with “Email-First” Cold Calls. With Connor Lee.
Mar 2, 2017 • 42 min
Connor Lee, is Founder and CEO of HipLead. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 394: Using Social Teaming to Build Your Referral Team. With Dean DeLisle.
Mar 1, 2017 • 42 min
Dean DeLisle, is the Founder and CEO of Forward Progress, Inc. Learn more about your ad choices. Visit megaphone.fm/adchoices
393: Boost Sales by Building Trust Through Content. With Marcus Sheridan.
Feb 28, 2017 • 42 min
Marcus Sheridan, marketing and sales expert, Founder of The Sales Lion, and author of the new book, They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today’s Digital Consumer. Learn more about your ad choices. Visit…
Episode 392: How to Climb to the Top in Any Sales Organization. With Lee Bartlett.
Feb 27, 2017 • 39 min
we discuss is authority selling, and how small business owners, entrepreneurs and sales professionals can increase their influence by building their authority. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 391: How to Differentiate Yourself by Building Your Authority. With Mike Saunders.
Feb 25, 2017 • 42 min
We discuss is authority selling, and how small business owners, entrepreneurs and sales professionals can increase their influence by building their authority. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 390: How to Have a Mindful, Focused Mindset. With Bridget Gleason.
Feb 24, 2017 • 30 min
Bridget and I discuss a mindset of gratitude, dealing with problems and getting over the frustrations they cause without anger. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 389: How to Quickly Qualify Your Prospects. With Sean Burke.
Feb 23, 2017 • 34 min
Sean and I discuss the problems sales professionals have today with prospects going dark and how prospects should be more fully qualified. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 388: How to Reach the Right Contacts with the Right Messages. With Victoria Godfrey.
Feb 22, 2017 • 39 min
Victoria and I discuss how to drive revenue and growth for companies by harnessing target account and contact information. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 387: How to Draw to Win. With Dan Roam.
Feb 21, 2017 • 49 min
Dan and I discuss Dan’s history with drawing, and his study of visual processing in the human brain and how it opens the door to greater understanding. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 386: How to Network for Authentic Connections. With Jeff Beals.
Feb 20, 2017 • 44 min
Jeff and I discuss how to connect with prospects, how to do networking effectively, and what you should allow on your own social media. Learn more about your ad choices. Visit megaphone.fm/adchoices
Special Episode: How to Build Your Winning Brand. With Kraig Kleeman
Feb 19, 2017 • 36 min
Joining me for the second time, on this special episode of Accelerate! is Kraig Kleeman, author, speaker, consultant, expert on cold calling and prospecting to the C-suite. He has a brand new book out, called A Winning Brand, on personal branding. Kraig…
Episode 385: How to Align Sales and Marketing for Best Results. With Peter Buscemi.
Feb 18, 2017 • 43 min
Peter and I discuss are the connections between sales and marketing roles Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 384: Is Your Process More Important Than Your Prospect? With Bridget Gleason.
Feb 17, 2017 • 27 min
Bridget and I discuss a listener’s question, which leads to an exploration of process and customer engagement. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 383: How to Capture and Record Activities to Optimize Productivity. With Patrick Hogan.
Feb 16, 2017 • 41 min
Patrick and I discuss are how Tenfold leverages your technology through a focus on activities to maximize your sales productivity. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 382: How to Use An Emissary to Help You Win the Enterprise Sale. With David Hammer.
Feb 15, 2017 • 39 min
David and I discuss how to tap the knowledge of experts to help you win the complex sale and today’s state of the art of winning complex sales methodology. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 381: How to Market and Sell for Scaling Up. With Verne Harnish.
Feb 14, 2017 • 38 min
Verne and I discuss are the challenges blocking startups from scaling up and his advice for accelerating your growth. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 380: How to Use Dignity and Humor to Engage with Prospects. With Diana Geairn.
Feb 13, 2017 • 45 min
Dianna and I discuss her intention to restore dignity to the profession of sales, how and why she uses a musical stage production to teach sales principles. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 379: How To Hire and Coach the Best Sales Professionals. With Ken Thoreson.
Feb 11, 2017 • 43 min
Ken Thoreson, President of Acumen Management Group, and author of several books on sales, sales management, hiring, and personal development. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 378: How to Be Resilient in Sales. With Bridget Gleason.
Feb 10, 2017 • 27 min
Bridget and I discuss resilience, why you need it in sales, and tips that help you develop it. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 377: How to Increase Sales Productivity with Transparent Reporting. With Travis Truett.
Feb 9, 2017 • 42 min
Travis Truett is the Co-Founder and CEO of Ambition, an enterprise-grade sales productivity platform. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 376: How to Use Sales Intelligence to Engage with Prospects. With Sam Richter.
Feb 8, 2017 • 45 min
Sam Richter is Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 375: How to Win More Sales by Building Rapport. With Elinor Stutz.
Feb 7, 2017 • 41 min
Elinor Stutz is the author of the book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, and The Wish: A 360-Degree Business Development Process That Fuels Sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 374: How to Accelerate Your Growth by Aligning Sales and Marketing. With Andrea Austin.
Feb 6, 2017 • 47 min
Andrea Austin is the co-author of a brand new book called Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth. Learn more about your ad choices. Visit megaphone.fm/adchoices
REPLAY of Episode 331: How to Sell More in Less Time. With Jill Konrath.
Feb 5, 2017 • 37 min
** Originally released on December 15th, 2017 ** Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile…
Episode 373: How to Tell Stories, Teach Lessons, and Sell Products. With Jeremy Reeves.
Feb 4, 2017 • 53 min
Jeremy Reeves, the CEO of Kaizen Marketing, and host of the marketing podcast, Sales Funnel Mastery. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 372: How to Accelerate Your Sales into 2017. With Bridget Gleason.
Feb 3, 2017 • 28 min
Welcome to another Front Line Friday with my very special guest (and Front Line Friday co-host), Bridget Gleason, VP of Sales for Logz.io. KEY TAKEAWAYS [1:43] Bridget likes to finish with the panic before the end of the year. The last two weeks of the…
Episode 371: How to Get Your Sales Team to Adopt Your CRM Tool. With Timo Rein.
Feb 2, 2017 • 49 min
Timo Rein is the Co-Founder of Pipedrive, which is one of the leading CRM systems for SMB (Small and Midsized Business). Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 370: How to Make Your Own Game in Sales. And Win. With Chris Brogan.
Feb 1, 2017 • 38 min
Chris Brogan, CEO of Owner Media Group, a highly sought-after professional speaker, and the New York Times bestselling author of nine books and counting. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 369: How to Build Valued Relationships With Your Buyers on LinkedIn. With Trevor Turnbull.
Jan 31, 2017 • 40 min
Trevor Turnbull is the owner of Linked Into Leads, a LinkedIn trainer, keynote speaker, and owner of the 30 Day Sales Machine program. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 368: How to Accelerate Sales with Better Behaviors. With Frank Cespedes.
Jan 30, 2017 • 49 min
Frank Cespedes, is a Senior Lecturer at Harvard Business School, and author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 367: How to Apply the Coaching Model in Your Organization. With Barry Demp.
Jan 28, 2017 • 45 min
Barry and I discuss how a coaching relationship differs from a management relationship, why it’s essential to connect with the vision and values of your people. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 366: How to Accelerate Your Success by Studying Great Books. With Bridget Gleason.
Jan 27, 2017 • 34 min
Bridget and I discuss the most frequently recommended sales books and how your team or organization can participate in Andy’s reading program. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 365: How to Shorten Time to Revenue with Account-Based Everything. With Jon Miller.
Jan 26, 2017 • 41 min
John and I discuss how Account-Based Everything is not marketing automation but human engagement, and how it shortens the time to revenue. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 364: How to Close Sales Without Manipulating Buyers. With James Muir.
Jan 25, 2017 • 41 min
James and I discuss why bad sales practices still abound, essential questions to help advance the buying process, and how facilitating the buying process builds trust. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 363: How to Convert Contacts Into Profitable Relationships. With Ed Wallace.
Jan 24, 2017 • 48 min
Ed and I discuss the steps to you can take to convert sales contacts to relationships, and engine that turns leadership connections into relationships. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 362: How to Accelerate Your Sales Through Stories. With Craig Wortmann.
Jan 23, 2017 • 41 min
Craig and I discuss how very capture buyers’ attention, how to create a story matrix and why stories of failure can be so persuasive. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 361: Using Social Media in Your Sales Process. With Philip Calvert.
Jan 21, 2017 • 44 min
Philip and I discuss his journey from financial service sales to social selling strategist, and how social media can build bridges. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 360: How to Build and Manage Distributed Sales Teams. With Bridget Gleason.
Jan 20, 2017 • 29 min
Bridget and I discuss how to accommodate account executives with relocation issues and how complex sales need a complex infrastructure. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 359: How to Influence and “Pre-Suade” Buyers. With Robert Cialdini.
Jan 19, 2017 • 43 min
Dr. Cialdini and I discuss how his research of how people are influenced to make decisions and the precepts of influence. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 358: Accelerate Your Success by Investing in Your Development. With Mike Weinberg.
Jan 18, 2017 • 42 min
Mike and I discuss how salespeople can stop being commoditized and how you are responsible for your own development and success as a salesperson. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 357: How to Accelerate Your Sales With Lean Communications. With Jack Malcolm.
Jan 17, 2017 • 38 min
Jack and I discuss are how a reluctant salesperson became a sales trainer and how lean thinking clarifies sales communications. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 356: How to Accelerate Relationship-building. With Keith Dugdale.
Jan 16, 2017 • 38 min
Keith and I discuss are the activities and mindsets that work best for relationship-building and when sales training is premature. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 355: How You Can Accelerate Your Success in 2017. With Mark Hunter.
Jan 14, 2017 • 40 min
Mark lays out his challenges for sales professionals, including how to put together a personal development plan, how to develop the habit of curiosity. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 354: How You Can Use Stories and Content to Connect with your Buyers. With David Meerman Scott.
Jan 13, 2017 • 39 min
David teaches how authentic storytelling builds connections and how to create stories that catch the attention of the buyers. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 353: How You Can Grab the Attention of Busy, Distracted Buyers. With Jill Rowley.
Jan 12, 2017 • 43 min
Jill provides techniques to cut through the distractions competing for your buyer’s attention, how to use social, and essential social strategies. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 351: How You Can Stay Focused and Productive When You’re Crazy Busy. With Jill Konrath.
Jan 10, 2017 • 38 min
Jill shares essential tips and techniques to help you jump-start your productivity. Stay focused and become more productive. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 350: How You Can Increase Sales through Customer Service. With Peter Shankman.
Jan 9, 2017 • 35 min
How to always exceed your customer’s expectations, why referrals are more effective than advertising, and how the role of the sales professional will change. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 349: How to Use Networking to Open the Door. With David J.P. Fisher.
Jan 7, 2017 • 44 min
David and I discuss the reasons why networking is an investment in relationship building and the secret to being the most interesting person in the room. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 348: How to Get Motivated for 2017 (and beyond.) With Bridget Gleason.
Jan 6, 2017 • 40 min
Bridget and I discuss motivation, great books we’ve read, and what managers need to know about their team members to help them succeed. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 347: How to Increase Your Sales Effectiveness. With George Brontén.
Jan 5, 2017 • 40 min
George and I discuss whether there is a global crisis in sales effectiveness, stories of sales gone wrong, and factors that help a sales rep be more effective. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 346: How to Build a Team for the Complex Enterprise Sale. With Marcy Campbell.
Jan 4, 2017 • 39 min
Marcy and I discuss Marcy’s unique sales background, the challenges of selling a disruptive product, and the qualifications needed for complex tech sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 345: What Salespeople are Doing Wrong on LinkedIn and how to Fix it. With Chris Hamilton.
Jan 3, 2017 • 40 min
Chris and I discuss LinkedIn as a sales platform, LinkedIn advice for sales professionals, and tips to improve your sales results using LinkedIn. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 344: How to Close More Deals with Effective Sales Negotiation. With Ron Hubsher.
Jan 2, 2017 • 38 min
Ron and I discuss how, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and negotiation. Learn more about your ad choices. Visit megaphone.fm/adchoices
REPLAY of Episode 330: How to Build a Predictable Pipeline. With Marylou Tyler.
Dec 31, 2016 • 37 min
Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a…
Episode 343: How to Reflect on the End of the Year and a New Start. With Bridget Gleason.
Dec 30, 2016 • 35 min
Bridget and I discuss what to do about end of the year reflections, things that are really important, and determining what to do better next year. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 342: Overcoming Adversity to Find Success With Ryan Stewman.
Dec 29, 2016 • 34 min
Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivational speaker, consultant, entrepreneur and podcaster. Among the many topics that Ryan and I discuss are the…
Episode 341: How to Listen to Discover. With Paul Cherry.
Dec 28, 2016 • 43 min
Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 340: How to Power Down Stress to Power Up Your Business. With Robert Mallon and Bill Watkins.
Dec 27, 2016 • 48 min
Robert, Bill, and I discuss their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 339: How to Develop a Rainmaker Mindset. With Carolyn Coradeschi.
Dec 26, 2016 • 35 min
Carolyn and I discuss tips for implementing productive behaviors, how to build the mindset of success, and current advice for sales professionals. Learn more about your ad choices. Visit megaphone.fm/adchoices
REPLAY of Episode 289: How to Increase Win Rates on Qualified Leads. With Dan McDade.
Dec 24, 2016 • 39 min
My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan and I discuss are the importance of sales & marketing alignment in lead generation, effective strategies to…
Episode 338: Tips for Better Sales Planning for 2017. With Bridget Gleason.
Dec 23, 2016 • 35 min
Bridget and I discuss how to approach developing your sales plan and the ideal timeframe for sales planning. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 337: How to Get the Biggest Return on Sales Training. With Steven Rosen.
Dec 22, 2016 • 42 min
Steven and I discuss companies under-investing in the development of front line sales managers and leader development and coaching. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 336: Ten Rules of Sales Success. With Thom Singer.
Dec 21, 2016 • 39 min
Thom and I discuss the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 335: Marketing Into the Sales Funnel. With Matt Heinz.
Dec 20, 2016 • 44 min
Matt and I discuss how Full Funnel Marketing is a challenge to marketers and how to measure Marketing’s contribution to the pipeline. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 334: How to Generate Additional Business with Existing Customers. With Dan Englander.
Dec 19, 2016 • 38 min
Dan and I discuss how to keep your customers engaged and involved beyond the initial sale, and how to unify sales and customer success around common goals. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 333: How to Deal with the Iceberg Below the Surface. With Alen Mayer.
Dec 17, 2016 • 41 min
Alen and I discuss how he learned to ask the right questions to prospects and how your mindset influences your selling behavior. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 332: Hiring, Firing and Knowing When to Leave. With Bridget Gleason.
Dec 16, 2016 • 38 min
Bridget and I discuss, employment-related questions and sales team characteristics of companies in different stages of growth. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 331: How to Sell More in Less Time. With Jill Konrath.
Dec 15, 2016 • 37 min
Jill and I discuss how she came to focus on selling more in less time, what she learned from her research about concentration, and how to eliminate distraction. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 330: How to Build a Predictable Pipeline. With Marylou Tyler.
Dec 14, 2016 • 37 min
Marylou and I discuss her journey from engineer to revenue expert, and her new methodology you can use to predictably reach new prospects. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 329: Move Beyond the Opportunity to the Vision. With Dave Stein and Steve Andersen.
Dec 13, 2016 • 43 min
Dave, Steve, and I discuss how to (not) control the sale and which activities support the sales process and create a higher probability of success. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 328: How to Use Lean Methods to Grow Sales. With Brant Cooper.
Dec 12, 2016 • 39 min
Brant and I discuss how he came to write his book, how he joined the ‘Lean’ movement, and how organizations can grow with their customers. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 327: Why Good Enough is Better than Perfection. With Edward Nevraumont.
Dec 10, 2016 • 43 min
Edward and I discuss the battle between good enough and excellent (and why good is better) and practical tips to improve your sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 326: Absolute Value and the Buying Experience. With Bridget Gleason.
Dec 9, 2016 • 27 min
Bridget and I discuss the value and the impact of Big Data. We talk about the impacts of Big Data helps us or hurts our sales efforts. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 325: The New Power of Inside Sales. With Anneke Seley & Britton Manasco.
Dec 8, 2016 • 48 min
Anneke, Britton, and I discuss how they came to write their book and the external trends that are forcing sales organizations to change. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 324: How To Extend Your Sales Reach with Social Selling. With Tim Hughes.
Dec 7, 2016 • 43 min
Tim and I discuss his journey from salesperson to sales expert and author and how social selling is becoming mainstreamed. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 323: How to Use Deal Reviews to Close More Orders. With Cian McLoughlin.
Dec 6, 2016 • 41 min
Cian and I discuss the value of detailed Win/Loss Reviews and the surprising things that influence customers in their decisions to buy or not. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 322: How to Use Podcasting to Connect with Your Prospects. With Will Barron.
Dec 5, 2016 • 38 min
Will and I discuss how Will’s background in chemistry and medical device sales led to starting his podcast and how sales professionals would benefit by podcasting. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 321: What’s Your Unique Promise of Value? With John Smibert.
Dec 3, 2016 • 41 min
John and I discuss the importance of building your personal brand, your unique promise of value, and how you can become a domain expert. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 320: Where Will the Real Sales Revolution Begin? With Bridget Gleason.
Dec 2, 2016 • 32 min
Bridget and I discuss the connections between new sales technologies and enhanced sales productivity, as well as the future of sales technology. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 319: How to Gamify Sales Productivity. With Jeremy Boudinet.
Dec 1, 2016 • 38 min
Jeremy and I discuss what sales organizations are a good fit for gamification, and how to implement gamification to improve sales productivity. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 318: How to Get the Best ROI from Sales Training. With Norman Behar.
Nov 30, 2016 • 40 min
Norman and I discuss what to look for when selecting a training vendor, creating a culture of accountability, and the skills a sales manager needs. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 317: How to Simplify The Complex Sale. With Brian Burns.
Nov 29, 2016 • 41 min
Brian and I discuss poor implementation of sales automation tools and the lack of training to teach sales reps how to authentically connect with customers. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 316: How to Create a Sales Process. With Craig Rosenberg.
Nov 28, 2016 • 43 min
Craig and I discuss the current state of the sales process and how to build a sales process that supports the needs of the seller and the buyer. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 315: How to Build Your Personal Brand with Networking. With Matt Holmes.
Nov 26, 2016 • 36 min
Joining me on this episode of Accelerate! is Matt “Handshakin” Holmes, Founder of Handshakin.com,and author of the eBook, Six Networking Strategies for Entrepreneurs: Networking 101 for new startups and first-time entrepreneurs. Among the many topics that…
Episode 314: How to Reduce “No Decision” Decisions. With Bridget Gleason.
Nov 25, 2016 • 27 min
Bridget and I cover how collaboration and engagement can accelerate the buyer’s journey to a productive conclusion. Learn more about your ad choices. Visit megaphone.fm/adchoices
REPLAY of Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson.
Nov 24, 2016 • 49 min
Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your…
Episode 313: How to Generate More Leads (without Cold Calling.) With Kendra Lee.
Nov 23, 2016 • 37 min
Kendra and I discuss cold calling and whether it is an ineffective use of a sales rep’s time, and how to make yourself into an authority. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 312: Enhance all Sales Touch Points with Social. With Jamie Shanks.
Nov 22, 2016 • 39 min
Jamie and I discuss common misconceptions about social selling, as well as the necessity for engaging the buyer on every front. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 311: How to Earn Your Black Belt in Sales. With Anthony Caliendo.
Nov 21, 2016 • 40 min
Anthony and I discuss why you need a passion to excel at whatever you do and the three essential traits all successful sales professionals possess. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 310: How the Human Touch Accelerates Your Sales. With Ali Mirza.
Nov 19, 2016 • 36 min
Ali and I discuss the biggest challenge facing sales reps in today’s environment and problems that can result from relying entirely on data to manage sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 309: The Habits and Skills that Accelerate Your Success. With Bridget Gleason.
Nov 18, 2016 • 28 min
Bridget and I discuss the priority of habits before skills; time management habits and skills; and the superiority of sales conversations over scripts. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 308: Use Transparency to Transform the Buying Experience. With Gerald Vanderpuye.
Nov 17, 2016 • 41 min
Gerald and I discuss how to provide the transparency and responsiveness that transforms the customer buying experience and produces more sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 307: How to Use Account-based Sales Development to Drive Sales Growth. With Lars Nilsson.
Nov 16, 2016 • 45 min
Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 306: How to Write Great Cold Emails That Warm Up Buyers. With Heather R. Morgan.
Nov 15, 2016 • 38 min
Heather and I cover Heather’s best practices for developing the cold emailing campaigns that get outstanding results. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 305: How to Make Sales Training Work for You. With Glenn Mattson.
Nov 14, 2016 • 35 min
Glenn and I dig into why most sales training is not effective, and how to understand emotional drivers of behavior change. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 304: How to Sell with GRIT (Generosity, Respect, Integrity and Truth.) With Laurie Sudbrink.
Nov 12, 2016 • 43 min
My guest on this episode of Accelerate! is Laurie Sudbrink, Founder and President of Unlimited Coaching Solutions, Inc., author of the book, Leading with GRIT: Inspire Action and Accountability with Generosity, Respect, Integrity and Truth. Some of the…
Episode 303: How to Use Ambiguity to Win More Sales. With Bridget Gleason.
Nov 11, 2016 • 33 min
On this week’s episode, Bridget and I delve into dealing with ambiguity — and how to use it to your advantage in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 302: How to Accelerate the Growth of Your Sales Through Automation. With Craig Klein.
Nov 10, 2016 • 40 min
Craig and I discuss the development of online and mobile CRM, why CRM implementations fail, and integrated marketing automation. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 301: How to Entice, Disarm, and Discover Your Clients. With Ian Altman.
Nov 9, 2016 • 38 min
Ian and I discuss understanding the problems your product solves for the customer and how to qualify your customer by enticing them. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 300: How to Grow by Going for NO to Get to YES. With Andrea Waltz.
Nov 8, 2016 • 38 min
Andrea and I discuss the real meaning of the word ‘no’, the cultural bases for the fear of failure, and how to rapidly grow your sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 299: How to Persuade, Negotiate and Influence. With Kurt Mortensen.
Nov 7, 2016 • 36 min
Kurt and I explore influence, persuasion, and negotiation. Also, how sales has changed and whether you would rather talk to a salesperson or a consultant. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 298: How to use Podcasts to Develop New Prospects. With Kevin Craine.
Nov 5, 2016 • 34 min
Kevin and I explore the sales applications of podcasting, novel ways you can reach your prospects with podcasts, and methods to repurpose print and web documents into podcasts. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 297: What’s the Value of Persuasion as a Sales Skill? With Bridget Gleason.
Nov 4, 2016 • 31 min
We answer the question of a listener about what you need to do to position yourself for promotion and attempt to define what persuasion is. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 296: How to use Channel Partners to Grow Your Sales. With Jay McBain.
Nov 3, 2016 • 39 min
Jay and I discuss why more companies are looking to build their business through channel sales partners and how channel sales are transforming entire industries. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 295: How to Accelerate Your Sales With Sales Process Engineering. With Justin Roff-Marsh.
Nov 2, 2016 • 55 min
Justin and I discuss sales process engineering and why he believes it’s important to reduce a salesperson’s autonomy through a division of labor. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 294: How to Accelerate the Growth of Your Business. With Sean Sheppard.
Nov 1, 2016 • 38 min
Sean and I discuss the 4 key milestones start-ups should use to assess their progress and how to acquire the data to develop an effective customer attraction strategy. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 293: How to Rebuild Your Confidence. With Molly Fletcher.
Oct 31, 2016 • 36 min
Molly and I discuss how to rebuild your confidence after a set back and differences and similarities between selling and negotiating. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 292: When Cold Emailing is Better than Cold Calling. With Rod Sloane.
Oct 29, 2016 • 42 min
Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling and how to use it to build a larger pipeline of qualified opportunities. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 291: How to Avoid the Sunk Cost Sales Trap. With Bridget Gleason.
Oct 28, 2016 • 32 min
Bridget and I discuss how to recognize when you’ve fallen into a sunk cost trap and how to distinguish between a long sales cycle and a lost deal. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 290: How to Have Better Sales Conversations. With Chris Orlob.
Oct 27, 2016 • 41 min
Joining me on this episode of Accelerate! is Chris Orlob, Founder and CEO of Conversature, a conversation coaching platform for sales teams. Among the many topics Chris and I discuss are how having visibility into sales calls (conversations) is essential…
Episode 289: How to Increase Win Rates on Qualified Leads. With Dan McDade.
Oct 26, 2016 • 39 min
Dan and I discuss the importance of sales & marketing alignment in lead generation and effective strategies to improve sales & marketing collaboration. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 288: How to Accelerate the Growth of your SaaS Company. With Nic Poulos.
Oct 25, 2016 • 38 min
Nic and I discuss why enterprise customers are becoming more willing to buy critical systems from start-ups and what strategies help a start-up get through the growth stage. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 287: How to Grow Customer Lifetime Value. With Jermaine Edwards.
Oct 24, 2016 • 33 min
Jermaine and I discuss are how to make relationship building a central part of your ongoing sales process. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 286: How to Create Content That Attracts Prospects. With Alzay Calhoun.
Oct 22, 2016 • 36 min
Alzay and I discuss how the right content can transform a prospect’s perception of value and how to use content to maintain the right problem-solution orientation. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 285: How to Eliminate Your Sales Biases. With Bridget Gleason.
Oct 21, 2016 • 33 min
On this week’s episode, Bridget and I focus on one of the bad habits in sales, which I refer to as “sales biases.” Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 284: Simplifying the Process of Prospecting. With Nicolas Vandenberghe.
Oct 20, 2016 • 34 min
Nicolas and I discuss best practices for the routing of sales opps, the importance of the hand-off process, and how to perform real-time meeting confirmations from prospects. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 283: How Sales Needs to Start Learning (and Not Wait to Be Trained.) With John Barrows.
Oct 19, 2016 • 43 min
John and I discuss why sales reps have to take responsibility for their own development and why they shouldn’t wait for sales training to get better. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson.
Oct 18, 2016 • 49 min
Brent and I discuss how the ‘challenger’ paradigm presents a challenge for the buyer and seller and how it forces sellers to adapt their stratigies for creating a mental model of the customer’s business. Learn more about your ad choices. Visit…
Episode 281: How to Use Metaphors to Sell Your Intangibles. With Andrea Goulet.
Oct 17, 2016 • 41 min
Andrea and I discuss how she incorporates her company’s core values into her team’s selling efforts and how to use metaphors when selling intangible value. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 280: How To Get Ahead by Thinking Bigger. With Patrick Schwerdtfeger.
Oct 15, 2016 • 38 min
Patrick and I discuss what it means to have a growth mindset, why having one is critical to your success and how living up to our potential is an ongoing dynamic process. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 279: Is Sales a Marathon or a Sprint? With Bridget Gleason.
Oct 14, 2016 • 31 min
Bridget and I share stories about marathon running (and how that helped Bridget land a job) and bouncing back from getting defeated. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 278: How to Increase Engagement with Your Prospects. With Josh Evans.
Oct 13, 2016 • 35 min
Josh and I discuss how to help reps more effectively engage with prospect and how reps can benefit from technologies that support account-based messaging. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 277: How to Manage and Improve Sales Performance. With Jason Jordan.
Oct 12, 2016 • 26 min
Jason and I discuss why there needs to be more investment in training sales managers and strategies leaders can use to improve the performance of their teams. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 276: The Only Sales Guide You’ll Ever Need. With Anthony Iannarino.
Oct 11, 2016 • 37 min
Anthony and I discuss why you as a salesperson are the primary value proposition and how psychology is more important than technology in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 275: Best Social Marketing Practices for SMBs. With Jeff Korhan.
Oct 10, 2016 • 35 min
Jeff shares some of his best practices on social marketing, including how to take that first step to define and implement your social media strategy. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 274: How to Align Your Value with Your Ideal Client. With Wendy Y Bailey.
Oct 8, 2016 • 38 min
We discuss the importance of personal branding and why Wendy believes Neuro-Linguistic Programming (NLP) enables you to better communicate with prospects. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 273: How Sales Leadership Begins with YOU! With Bridget Gleason.
Oct 7, 2016 • 29 min
Bridget and I explore what it means to be an individual sales leader. Our conversation eventually morphs into a mini book club so make sure to join us now! Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 272: Amp Up Your Social Selling with The Right Sales Tools. With Kevin O’Nell.
Oct 6, 2016 • 38 min
Kevin and I discuss the role of social selling in the early stages of the buyer’s journey, and dig into the effective use of sales technologies. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 271: How to be a Great Sales Coach. With David A. Brock.
Oct 5, 2016 • 47 min
David and I cover topics ranging from the evolving role of sales leaders in modern organizations to the qualities that make great sales coaches. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 270: How to Be a Disruptor. With Jay Samit.
Oct 4, 2016 • 36 min
What it means to be a disruptor, what self-disruption is really about and how it can transform your career and life. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 269: The Science of Marketing and Sales Alignment. With Peter Mollins.
Oct 3, 2016 • 34 min
Peter and I talk about the alignment between sales and marketing departments. And, how better collaboration will lead to more revenue. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 268: How to Build an Extraordinary Brand. With Sunny Bonnell.
Oct 1, 2016 • 35 min
Join our conversation as we dive into what it means for entrepreneurs and sales reps to go beyond product and service to build a brand, or personal brand, that is authentic and extraordinary. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 267: Is the B2B Salesperson An Endangered Species? With Bridget Gleason.
Sep 30, 2016 • 33 min
Listen in as Bridget and I discuss how salespeople can develop the habits and behaviors that not only improve their current performance, but also secure their role in future. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 266: Understanding The ‘Math Of Sales.’ With Bill Johnson.
Sep 29, 2016 • 38 min
Bill and I discuss ‘The Math of Sales,’ optimum cadence timing, the dangers of “vanity metrics” and much much more. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 265: How to Bring A Personal Touch Back Into Sales. With Michael Sacca.
Sep 28, 2016 • 36 min
Michael and I discuss how sales professionals can succeed and thrive in a world where sales teams are at risk of being engineered out of the selling process. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 264: The ABC’s of Trigger-based Selling. With Craig Elias.
Sep 27, 2016 • 42 min
Craig and I discuss the ABC’s of the trigger events that drive sales. Craig also sheds light on a variety of unique sales triggers that can lead to new prospects. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 263: How to Accelerate Your Business Growth. With Jake Dunlap.
Sep 26, 2016 • 40 min
Jake and I talk about the key revenue growth strategies that Skaled has gleaned from working with hundreds of B2B clients to help them refine their sales processes and increase sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 262: The Death of a Start-up. With Hampus Jakobsson.
Sep 24, 2016 • 44 min
My guest on this episode of Accelerate! is Hampus Jakobsson, a serial entrepreneur, angel investor and the co-founder of Brisk, a company that designed a sales tool intended to dramatically boost sales productivity. In this episode Hampus describes what…
Episode 261: Springsteen and Sales. With Bridget Gleason.
Sep 23, 2016 • 31 min
Join Bridget and I as we discuss how developing good sales habits, practicing consistently, and prepping for each sales call like it’s your first. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 260: How to Automate Your Phone-based Sales Processes. With David Hood.
Sep 22, 2016 • 41 min
David and I discuss how inside sales are the increasing importance of virtual reputations and the evolving role of inside sales teams in full life-cycle sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 259: High Profit Prospecting. With Mark Hunter.
Sep 21, 2016 • 27 min
We discuss why salespeople are better off investing more time with fewer prospects and how to contact with high-profit prospects. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 258: How to Win More Sales Now. With Erik Luhrs.
Sep 20, 2016 • 43 min
Erik and I discuss how to create a unique sales persona that helps you rapidly build rapport with prospects and how to position yourself to win the trust of your buyers. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 257: How to Sell Bigger Deals to Bigger Customers. With Barbara Weaver Smith.
Sep 19, 2016 • 39 min
Join us as Barbara and I discuss how companies of all sizes can compete for and win orders with global companies. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 256: How to Make Podcasting a Key Part of Your Content Marketing Strategy. With Jessica Rhodes.
Sep 17, 2016 • 37 min
In this episode Jessica and I discuss why podcasting needs to be a part of every company’s content marketing strategy, how to build your expertise and brand with a podcast, how to use a podcast to connect with new prospects and the steps to start your…
Episode 255: Does it Have to be Quality vs Quantity in Prospecting? With Bridget Gleason.
Sep 16, 2016 • 24 min
Today’s conversation is all about the pros and cons of quantity vs. quality when it comes to proactive prospecting by inside sales teams. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 254: How to Quickly Ramp-up New Sales Reps. With Scott Miller.
Sep 15, 2016 • 28 min
Join us now as we discuss some best practices in quickly ramping-up the productivity of new sales reps, the concept of peer-to-peer selling, the importance of having a repertoire of win-stories, and the self-directed framework. Learn more about your ad…
Episode 253: How to Improve Sales Training with a Marketing Mindset. With Bill Caskey.
Sep 14, 2016 • 26 min
Bill and I talk about the biggest challenge facing sales leaders, why sales leaders need to have a marketing mindset, and the importance of personal branding for sales professionals. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 252: How to Build The Right Sales Stack For Your Needs. With Nancy Nardin.
Sep 13, 2016 • 38 min
Join us as Nancy and I discuss her Hierarchy of Revenue Needs and Sales Stack Maturity Model and how to use these tools to help you build a sales stack that aligns with your requirements. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 251: How to Increase Sales with Value-based Selling. With Julie Thomas.
Sep 12, 2016 • 35 min
Julie and I define what value is in sales, and cover how to establish value in the prospect’s mind, Also how creating value in sales is challenged by technology. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 250: How Helping Others Helps You Achieve Sensational Sales Results. With Duane Cummings.
Sep 10, 2016 • 33 min
Join Andy and Duane Cummings for a great conversation on what it means to live a sensational life and how being of service to others can help you be sensational in sales! Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 249: How Sales Reps Should Prepare For A Sales Interview. With Bridget Gleason.
Sep 9, 2016 • 38 min
Bridget Gleason and I discuss how to prepare for a sales job interview. We cover what questions you should be ready for and skills you need to have. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 248: How to Use the Social DNA of Your Buyers to Increase Engagement. With Mike Scher.
Sep 8, 2016 • 37 min
Mike and I discuss the biggest challenges sales reps have in reaching the right decision-makers and how to balance the quantity of proactive sales touches with effectiveness and efficiency. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 247: How to be a True Value Provider. With Jeffrey Gitomer.
Sep 7, 2016 • 36 min
Jeffrey and I discuss social selling, smarter alternatives to cold calling prospects, and what the value proposition is really about. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 246: Strategies to Develop a Better Coaching Habit. With Michael Bungay Stanier.
Sep 6, 2016 • 42 min
Join us as Michael, having trained thousands of coaches, shares some of his key strategies to help you become a better coach. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 245: How to Increase Revenue and Reduce Churn. With Ralph Lentz.
Sep 5, 2016 • 32 min
Ralph and I discuss how companies reduce churn and increase subscription revenues and the process Ralph uses to scale his rapidly growing sales team. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 244: When to Start Selling Your Start up Product. With Kyle York.
Sep 3, 2016 • 38 min
In this episode, Kyle and I talk about one of the key questions facing entrepreneurs, which is “when and how to start selling?” Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 243: The Power of Positive Sales Habits. With Bridget Gleason.
Sep 2, 2016 • 28 min
We talk about both the good and bad habits of we have witnessed in sales that affect overall sales performance. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 242: The Power of Predictive Analytics in Sales. With Debu Chatterjee.
Sep 1, 2016 • 34 min
Debu and I discuss are the power and application of predictive analytics in sales, including how they can transform sales processes. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 241: How to Create Value through the Sales Process. With Donal Daly.
Aug 31, 2016 • 33 min
In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 240: Why the Existing Sales Training Model is Broken. And How to Fix It. With Richard Ruff.
Aug 30, 2016 • 39 min
Joining me for the second time is Richard (Dick) Ruff, of Sales Momentum, a top sales trainer and leading expert on major accounts selling. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 239: How to Sell With a Story. With Paul Smith.
Aug 29, 2016 • 40 min
Joining me in this episode is Paul Smith, author of great books on why we need to incorporate storytelling into every aspect of our lives. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 238: How to Replace Your Outdated Sales Processes. With Bobbie Foedisch.
Aug 27, 2016 • 34 min
Bobbie and I discuss how sales reps need to replace their old-fashioned sales processes with modern techniques to identify and engage with prospects. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 237: How to Become an Expert. With Bridget Gleason.
Aug 26, 2016 • 33 min
Join us as Bridget and I provide our recommendations for the books we have recently read that can inspire, motivate and teach you how to elevate your sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 236: Tools to Help Sellers In the Account-Based World. With Daniel Barber.
Aug 25, 2016 • 37 min
Join Daniel and I as we dive into what Node is doing to boost sales productivity by helping sales reps talk to people, at the right time, with the right message! Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 235: Why Sales Needs to Understand the Buying Process from the Inside Out. With Michael Nick.
Aug 24, 2016 • 38 min
In this episode Michael and I talk about how your customer’s process of gathering and evaluating information, and making decisions is evolving. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 234: How to Build Effective Relationships with Your Ideal Clients. With James Carbary.
Aug 23, 2016 • 36 min
In this episode, James and I talk about some of the tools that B2B companies can use to create relationships with their ideal clients. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 233: How to Coach Your Prospects To Make Better Decisions. With Jeffrey Lipsius.
Aug 22, 2016 • 39 min
In this episode Jeffrey and I discuss how selling (and buying) have changed and the impact these changes are having on sales reps. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 232: How to Create Content with Sales In Mind. With Cara Hogan.
Aug 20, 2016 • 33 min
In this episode, Cara and I talk about the critical sales and marketing alignment and how to create content that aligns with the requirements of sales reps. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 231: Creating Meaningful Career Paths for Salespeople. With Bridget Gleason.
Aug 19, 2016 • 30 min
In this episode, Bridget and I dive into the topic of how to create meaningful career paths in sales, especially for SDRs in inside sales organizations. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 230: How to Hire The Best Sales Candidates. With Steve Waterhouse.
Aug 18, 2016 • 41 min
In this episode, Steve shares the series of assessment tools he has developed to help managers hire the best people. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 229: How to Sell and Thrive in the Experience Economy. With Shep Hyken.
Aug 17, 2016 • 38 min
My guest is Shep Hyken, a Hall of Fame Speaker, and bestselling author of The Cult of the Customer and The Amazement Revolution. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 228: How to Give Your Sales Process a Check-up. With Colleen Francis.
Aug 16, 2016 • 38 min
On this episode, I talk to Colleen Francis, founder of Engage Selling and author of a great book titled, Nonstop Sales Boom. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 227: How You Sell is Your Performance of a Lifetime. With Cathy Salit.
Aug 15, 2016 • 43 min
Joining me on this episode is Cathy Salit, CEO of Performance of a Lifetime and author of Performance Breakthrough: A Radical Approach to Success at Work. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 226: How a Podcast Can Drive More Engagement with Prospects. With Jonathan Rivera.
Aug 13, 2016 • 37 min
Listen now to discover more about podcasting and its intimate connection to sales. Learn to use it to drive more engagement with prospects. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 225: How to Rebuild Your Confidence. With Bridget Gleason.
Aug 12, 2016 • 29 min
My regular guest on Front Line Friday is Bridget Gleason. In this episode, Bridget and I dive into how to rebuild your confidence. We all go through highs and lows, and sometimes we hit a slump. So, how do you find the motivation to pick yourself up, get…
Episode 224: Amp Up Your Sales Conversations. With Peter Gracey.
Aug 11, 2016 • 43 min
Join me now as Peter and I talk about the art and the science of sales development. And, how a conversation-focused approach to prospecting drives increased sales productivity. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 223: Sales Training for the Modern Sales Team. With Skip Miller.
Aug 10, 2016 • 35 min
Skip and I talk about the current state of the sales training field and the essential emerging trends in sales training as it evolves to meet the demands of the modern sales organization. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 222: How to Create Value in Sales. With Deb Calvert.
Aug 9, 2016 • 37 min
We cover how sales reps can create value in sales, essential strategies for connecting with prospects and how to differentiate yourself. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 221: How to Drive Sales with Content Marketing. With Jeff Herrmann.
Aug 8, 2016 • 40 min
We discuss how content marketing drives sales, why content marketing is more effective, and how the role of content marketing is critical for prospecting. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 220: Creating a Revolution in Your Online Marketing. With Stephen Christopher.
Aug 6, 2016 • 25 min
Stephen and I break down some of the common mistakes entrepreneurs continue to make in developing and implementing their online marketing strategies. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 219: Does Everyone in Sales Need to Have a “Sales Philosophy”? With Bridget Gleason.
Aug 5, 2016 • 28 min
Bridget Gleason and Andy Paul ask what is a sales philosophy and how does it shape how you sell? Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 218: How to Align Your Selling with Your Buyer’s Decision Making. With Matt Behrend.
Aug 4, 2016 • 44 min
Matt and I talk about the customer decision making process, and how new sales enablement tools are helping B2B sales teams align their selling efforts with the buying processes of their prospects. Learn more about your ad choices. Visit…
Episode 217: The Power of the Emotional Connection In Selling. With Mike Bosworth.
Aug 3, 2016 • 42 min
We discuss are the power of a story in sales; how to make that emotional connection; how to train salespeople, and how to teach storytelling techniques Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 216: How to Work a Room to Make Connections. With Susan RoAne.
Aug 2, 2016 • 43 min
Susan and I cover how to work a room, build a network, and use social media to maintain connections Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 215: Key Steps to Make Money In Your Business. With Stephen Woessner.
Aug 1, 2016 • 45 min
In this episode, Stephen and I discuss how to profitably grow your business by avoiding the common money draining mistakes too many entrepreneurs make. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 214: Why You Need to Procrastinate On Purpose. With Rory Vaden.
Jul 30, 2016 • 35 min
Rory and I discuss a range of topics about increasing your personal productivity Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 213: Pointless Arguments in Sales. With Bridget Gleason.
Jul 29, 2016 • 26 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Companies are developing products to automate many aspects of the sales process, which brings about the question, how do sales remain relevant? On this episode,…
Episode 212: How to Choose The Right Solutions For Your Sales Stack. With Mark Kosoglow.
Jul 28, 2016 • 39 min
Mark joins me on this episode to talk about the sales stack, what it is and how companies should go about the process of constructing their own sales stack. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 211: How to Build A High Performance Sales Culture. With Ron Karr.
Jul 27, 2016 • 38 min
Ron joins me to share the 7 traits shared by great sellers, how to grow a high performance sales culture and how to increase your influence. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 210: How to Break Through The Noise to Sell to CEOs. With Bill Stinnett.
Jul 26, 2016 • 43 min
Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 209: How to Build Effective Customers Relationships in a Digital Age. With Susie Miller.
Jul 25, 2016 • 39 min
Discover hacks on successfully connecting and quickly establishing rapport with people you meet online, and dramatically improving your business relationships in 30 days or less. Learn more about your ad choices. Visit megaphone.fm/adchoices
What Impact will Brexit Have on Your Sales? With Tim Hughes, Régis Lemmens and Bob Apollo.
Jul 24, 2016 • 48 min
We have a special episode for you about Brexit, a term coined for the UK’s recent decision to exit the EU. I talk to three guests, Tim Hughes, Régis Lemmens, and Bob Apollo, on the ramifications of Brexit, both the near and long-term for business in…
Growth Hacks & Profit Hacks w/ Steven Daar [Episode 208]
Jul 23, 2016 • 37 min
In this episode, Steven shares the data driven insights that help many of his clients, including several Shark Tank participants, to generate more leads and convert a higher percentage of those leads into orders. Learn more about your ad choices. Visit…
Episode 207: How to Remain Relevant In the Face of Sales Automation w/ Bridget Gleason
Jul 22, 2016 • 27 min
In this episode, Bridget and I discuss where we think sales automation is headed and some of its current benefits and shortfalls. And, we talk about the important steps sales reps should take to ensure that they are always in a position to add unique…
Episode 206: Optimizing Sales Lead Generation w/ Eric Quanstrom
Jul 21, 2016 • 43 min
Among the many topics covered in this episode, Eric and I talk about how to integrate inbound and outbound strategies to optimize sales lead generation, Eric’s three secrets to sales development success that are hidden in plain sight and what KiteDesk is…
Episode 205: What It Takes to Be a Leader in Sales and in Life w/ Rob “Waldo” Waldman
Jul 20, 2016 • 40 min
Waldo and I discuss are how you can learn to become a leader, the critical differences between leadership and management, finding growth on the other side of fear, and what it means to be fully committed to achieving your goals. Learn more about your ad…
Episode 204: How to use a Podcast to Connect with Prospects w/ John Lee Dumas.
Jul 19, 2016 • 28 min
John shares what inspired him to start Entrepreneur on Fire and why podcasting is a great way to intimately connect with potential buyers. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 203: Why you need a Sales Process and a Sales Methodology w/ Richard Harris
Jul 18, 2016 • 41 min
In this episode Richard and I dive deep into many topics including the critical differences between a sales process and a sales methodology, and why companies need both to succeed in sales, how to build a playbook around big deals and Richard’s NEAT…
Episode 202: The Millennial Mentor w/ Gerard Adams
Jul 16, 2016 • 40 min
Join me in this episode as Gerard and I discuss what millennials want from work and how can they achieve their personal and career goals. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 201: How You Can Be the Golden State Warriors of Sales w/ Bridget Gleason
Jul 15, 2016 • 29 min
I recently read an article on how Steve Kerr, head coach of the Warriors basketball team, has instilled a system that’s built around 4 core values: competition, mindfulness, compassion and joy. In this episode, Bridget and I unpack these 4 core values in…
Episode 200: How to Accelerate Your Deals with RevForSales, with David Brunner
Jul 14, 2016 • 42 min
David Brunner is the founder and CEO of ModuleQ, the technology behind Rev, which is a mobile-first, sales enablement app that brings the power of Personal Data Fusion to the world of sales. In this episode, David and I discuss what Personal Data Fusion…
Episode 199: How to Improve Your Memory to Improve Your Sales, with Brad Zupp
Jul 13, 2016 • 41 min
Brad Zupp is a world-class memory expert and co-captain of the U.S.A. Memory Team. In sales, having instant and accurate recall of all of the details about your clients, their needs and objectives and the deals that you are working on gives you a distinct…
Episode 198: How to Use LinkedIn to Grow Sales w/ Mark Williams
Jul 12, 2016 • 39 min
Mark Williams is the founder and managing director of ETN LinkedIn Training, and the UK’s leading LinkedIn and social selling expert (also known as “Mr. LinkedIn” on Twitter.) LinkedIn has become an indispensable tool for finding new prospects and…
Episode 197: Sales Leadership Starts With the Sales Rep w/ Kevin Eikenberry
Jul 11, 2016 • 37 min
Kevin Eikenberry is Chief Potential Officer at the Kevin Eikenberry Group, a world-renowned leadership expert, a two-time bestselling author, speaker, consultant, trainer, and coach. Is this episode our discussion is centered around the leadership…
Episode 196: Sales and Marketing Alignment in the Digital Age w/ Tony Delmercado
Jul 9, 2016 • 40 min
Tony Delmercado is COO of Hawke Media and the founder of 1099.me, a tax management service for entrepreneurs. Tony believes in people over processes and has helped generate millions of dollars in revenue for numerous companies through leadership roles in…
Episode 195: Are You Making Sales More Complicated Than It Needs To Be? w/ Bridget Gleason
Jul 8, 2016 • 25 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation around the idea of whether sales reps are making sales more complicated than it needs to be. Learn more about…
Episode 194: How to Build Your Sales Stack w/ Brandon Redlinger
Jul 7, 2016 • 41 min
Brandon Redlinger is head of growth at PersistIQ, which makes outbound sales more effective by bringing the human element back to sales. In this episode, Brandon and I talk about how effective sales development is based on balancing personalization with…
Episode 193: The Role of Desire and Hustle in Sales w/ Donald Kelly
Jul 6, 2016 • 37 min
Donald Kelly, also known as The Sales Evangelist, is the host of The Sales Evangelist podcast and founder of TSE Sales Training and Coaching. In today’s episode, Donald tells me he believes anyone can sell if they possess 3 traits: the desire, the hustle…
Episode 192: How to Get Unstuck in Life, Business and Work w/ Jason VanOrden
Jul 5, 2016 • 42 min
Jason VanOrden is an entrepreneur, author, speaker, podcast host and co-founder of Internet Business Mastery. Jason helps thousands of entrepreneurs realize their vision of pursuing their passions, being their own boss, creating their own schedule and…
Episode 191: Building a Referral Machine w/ Tim Templeton
Jul 4, 2016 • 42 min
Tim Templeton is an entrepreneur, consultant, speaker and bestselling author of several books, including The Referral of a Lifetime. In today’s episode, Tim shares his strategies for how to build a strong book of business based solely on referrals. Learn…
Episode 190: Hiring Specialists vs Generalists w/ Bridget Gleason
Jul 1, 2016 • 27 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget interviews me, asking questions ranging from how to hire the right salespeople to how you can deliver the value that helps prospects…
Episode 189: How to Use Emotion to Capture Your Prospect’s Interest w/ Michael Hauge
Jun 30, 2016 • 43 min
Bestselling author of Selling Your Story in 60 Seconds, Michael Hauge, is a story and script consultant, author, lecturer, and coach who works with writers, producers, directors and prominent stars to sell their ideas in the cut-throat competitive world…
Episode 188: How to make differentiate yourself in a crowded market w/ Drew McLellan
Jun 29, 2016 • 38 min
Drew McLellan is the owner of Agency Management Institute, co-founder and CEO of McLellan Marketing Group, author, speaker, and a widely read blogger for small businesses and entrepreneurs. In today’s episode, Drew tells us what sales reps can do to…
Episode 187: How to get a WIN on every prospecting call w/ Art Sobczak
Jun 28, 2016 • 41 min
Art Sobczak is the founder of Business by Phone Inc. and bestselling author of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling. In today’s episode, Art and I talk about cold calling. And, what every seller can do to master it.…
Episode 186: Win More Deals by Writing Exquisite Proposals w/ Jason Swenk
Jun 27, 2016 • 38 min
Jason Swenk is a self-proclaimed defender of truth, justice, and effective business practices. Jason helps small business owners develop the right systems to create winning proposals that drive the growth of their businesses. . In today’s episode, Jason…
Episode 185: Sales Stories and Lessons Every Salesperson Should Hear w/ Bridget Gleason
Jun 24, 2016 • 34 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I share interesting stories from our sales careers and the lessons we have learned along the way. Learn more about your ad choices.…
Episode 184: Selling Your Idea, Vision, Dream, and Yourself to Investors w/ John Livesay
Jun 23, 2016 • 40 min
John Livesay, is known as the ‘Pitch Whisperer,’ and he is the author of The 7 Most Powerful Selling Secrets. He shows startup companies the keys to becoming irresistible to potential investors. In today’s episode, John discusses his 5 C’s of investor…
Episode 183: Marketing as Service: Change from Message Pusher to Value Provider w/ Drew Neisser
Jun 22, 2016 • 46 min
Drew Neisser is founder and CEO of Renegade, the NYC-based marketing and social media agency that helps B2B and B2C clients cut through all the nonsense to deliver genuine business growth, and author of The CMO’s Periodic Table: A Renegade Guide to…
Episode 182: Continuous Learning is the Key to Your Success w/ John Spence
Jun 21, 2016 • 38 min
In today’s episode, John (author of five books including Awesomely Simple and Letters to a C.E.O.) and I discuss why every sales professional must make a commitment to continuous self-education. Learn more about your ad choices. Visit…
Episode 181: Using Inside Sales To Increase Revenues in Competitive Markets w/ Lynn Hidy
Jun 20, 2016 • 82 min
Lynn Hidy, the founder of UpYourTeleSales.com, is an expert at creating profitable inside sales teams. In today’s episode, Lynn and I discuss how companies can use insides sales to grow revenues in competitive markets. Learn more about your ad choices.…
Special Episode: How the Microsoft Acquisition of LinkedIn Will Impact Sales Professionals
Jun 19, 2016 • 46 min
This is a special episode about Microsoft’s proposed acquisition of LinkedIn. I asked three leading experts on LinkedIn to share their perspectives about what this proposed acquisition will mean for sales reps and sales leaders. Learn more about your ad…
Episode 180: Paying Attention to the Details Still Matters w/ Bridget Gleason
Jun 17, 2016 • 30 min
In this episode, Bridget and I talk about how paying attention to the details matters for sales success. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 179: Saying Yes to Email Analytics for Adjusting Your Sales Strategies w/ Matthew Bellows
Jun 16, 2016 • 38 min
In today’s episode, Matthew Bellows (founder and CEO of Yesware) and I discuss how to help the end user salesperson be more successful, getting access to their stream of data, and creating more and more benefits to growing businesses top-line. Learn more…
Episode 178: Sales and Marketing NEED to Collaborate to Boost Sales Productivity w/ Peter Strohkorb
Jun 15, 2016 • 50 min
In today’s episode, Peter Strohkorb, author of a new book called The OneTEAM Method: How Sales + Marketing Collaboration Boosts Big Business, shares the importance of sales and marketing collaborating together to ensure they get the sale and make their…
Episode 177: Marketing and Sales Alignment: Maximizing the Value of Content Marketing to Serve Customers w/ Ardath Albee
Jun 14, 2016 • 37 min
In today’s episode, Ardath discusses marketing and sales alignment, starting the conversation with prospects, and why random acts of content marketing do not prevail. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 176: Transition, Transform, and Evolve: Moving to the Next Level of Your Life and Business w/ Steve Rodgers
Jun 13, 2016 • 38 min
In today’s episode, I talk with former CEO of Prudential California Realty, Steve Rodgers, about the 3 phases of life and business: transition, transform and evolve. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 175: How to Maintain Your Sales Motivation. With Bridget Gleason
Jun 10, 2016 • 31 min
In this episode, Bridget and I talk about what sales reps, and managers, can do to maintain high levels of personal motivation. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 174: Aligning Solutions and Services to Elevate Customer Success w/ Dave Blake
Jun 9, 2016 • 41 min
In this episode, Dave and I talk about retaining customers, up-selling, and minimizing the churn among subscribers by enabling Customer Success Teams to achieve their mission. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 173: Elevate the Professionalism, and Productivity, of Your Sales Team w/ John Smibert
Jun 8, 2016 • 44 min
Tune into this episode to hear John Smibert (co-founder and CEO of Strategic Selling Group) and I talk about how the potential risk of too much automation in sales and to learn an efficient approach sales managers should use to train their team Learn more…
Episode 172: Your Emotional Intelligence (EQ) Is Your Key to Success w/ John Murphy
Jun 7, 2016 • 37 min
In this episode, John discusses how to bolster your emotional intelligence and how money should not be a company’s sole motivation. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 171: How to Define, Lead, and Own Your Market. With Gene Hammett.
Jun 6, 2016 • 39 min
In today’s episode, Gene and I discuss the steps entrepreneurs should take to establish a leadership position in the market they serve. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 170: Managing and Coaching Under-Performing Sales Reps w/ Bridget Gleason
Jun 3, 2016 • 30 min
In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 169: Use Digital Intelligence to Gain a Competitive Sales Edge w/ T.A. McCann
Jun 2, 2016 • 39 min
In today’s episode, T.A. and I discuss how sales teams can leverage real-time intelligence about the digital activities, and successes, of their competitors to become smarter and more competitive sellers. Learn more about your ad choices. Visit…
Episode 168: The Art of Customer Relationship Building w/ Meridith Powell
Jun 1, 2016 • 38 min
In today’s episode, I chat with Meridith about how salespeople and companies should practice the art of relationship building with their prospects and how to continue adding value to their existing customers. Learn more about your ad choices. Visit…
Episode 167: The Coming B2B Sales Disruption. How to Survive It and Thrive w/ Tony Hughes
May 31, 2016 • 40 min
In this episode, Tony and I discuss the growing challenges for B2B sales reps and what they need to do become a lasting and powerful source of value to their customers. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 166: The Million Dollar Equation w/ Richelle Shaw
May 30, 2016 • 38 min
Richelle Shaw built her first business from $300,000 to $36 million in less than 5 years and then lost it all after the 9-11 tragedies. However, that did not stop her because she would later rebuild her business to a million dollars in less than 5 months.…
Episode 165: Should You Sell to C-Suite Executives? w/ Bridget Gleason
May 27, 2016 • 32 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss if you should sell to top level executives. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 164: Jump Start the Sales Process With PerformYard w/ Benjamin-Hastings
May 26, 2016 • 45 min
On today’s episode, Benjamin Hastings (2x entrepreneur and the co-founder of PerformYard) and I discuss how help sales reps can become more efficient. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 163: Turning B Sales Reps into A Sales Reps w/ Tony Alessandra
May 25, 2016 • 41 min
In this episode, Tony Alessandra (founder of Assessments 24x7) and I discuss the four buyer behavioral styles using the DISC Relationship strategy and how sales reps can use this knowledge to adapt their selling style and get those sales. Learn more about…
Episode 162: The Right Social Media Platform w/ Joel Comm
May 24, 2016 • 40 min
Joel Comm is a New York Times best-selling author of 12 books, including The AdSense Code and Click Here to Order. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 161: Keeping Your Managers Engaged w/ David Long
May 23, 2016 • 40 min
David Long is the Founder and CEO of MyEmployees, where they specialize in helping managers build strong and more engaged relationships with their team. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 160: How to Recover From a Big Mistake w/ Bridget Gleason
May 20, 2016 • 30 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss something that rarely gets discussed - how to bounce back from failure and still keep that client Learn more about…
Episode 159: How New Voice Media Saves You Time w/ Jamison Powell
May 19, 2016 • 38 min
Jamison Powell is the Vice President of Sales for New Voice Media, where he and his team develop customized solutions to everyday sales problems. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 158: What Do You Stand For? w/ Evan Carmichael
May 18, 2016 • 39 min
Evan Carmichael breathes and bleeds entrepreneurship, he was named one of the Top 100 Great Leadership Speakers for your Next Conference by Inc Magazine and considered one of the Top 40 Social Marketing Talents by Forbes. Learn more about your ad choices.…
Episode 157: The 5 Pillars of Social Selling to Re-Energize Your Pipeline w/ Tim Hughes
May 16, 2016 • 44 min
Tim Hughes, one of the world’s leading experts in social selling, is the founder of Social Selling Lounge, author of Hacking the Buying Process and co-author of a new book you can pre-order called Social Selling: Techniques to Influence Buyers and…
Episode 156: What’s Holding You Back? w/ Jim Cathcart
May 16, 2016 • 38 min
Jim Cathcart is a mentor, strategic advisor, keynote speaker and an international best selling author of The Acorn Principle and Relationship Selling. Jim was inducted into the Professional Speakers Hall of Fame and has delivered over 2,800 professional…
Episode 155: Sales is a Meritocracy Regardless of Gender w/ Bridget Gleason
May 13, 2016 • 33 min
In today’s episode, Bridget and I discuss crazy quarter end deals and how the sales department and sales managers should be balanced in gender. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 154: The Answer for Outbound Sales Reps’ Productivity w/ Pouyan Salehi
May 12, 2016 • 41 min
In today’s episode, I chat with Pouyan Salehi (co-founder and CEO of PersistIQ) about how sales reps can increase effectiveness and efficiency. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 153: Accelerate the Growth of Your Business Using LinkedIn w/ Viveka von Rosen
May 11, 2016 • 45 min
In today’s episode, Viveka von Rosen and I chat about LinkedIn, social selling and how businesses can use these platforms to build a stronger relationship with their prospects and clients. Rosen is the leading LinkedIn, social selling expert, and author…
Episode 152: Sales Deadlock and the Process of Dealstorming w/ Tim Sanders
May 10, 2016 • 44 min
In today’s episode, Tim and I discuss his 4th book Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 151: What Every Business Needs to Know about Millennials w/ Brad Szollose
May 9, 2016 • 40 min
In this episode, Brad Szollose (the author of the award-winning book Liquid Leadership: From Woodstock to Wikipedia—Multigenerational Management Ideas That Are Changing the Way We Run Things) and I discuss new styles of leadership - primarily how to get…
Episode 150: The Top 6 Most Commonly Asked Questions by Sales Managers w/ Bridget Gleason
May 6, 2016 • 31 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss the most commonly asked questions by sales managers on compensation for sales reps, title creep, and termination.…
Episode 149: Converting Initial Buyer Interest into an Order w/ Justin Christianson
May 5, 2016 • 37 min
In today’s episode, Justin Christianson (best-selling author of Conversion Fanatics: How To Double Your Customers, Sales and Profits with A/B Testing) and I talk on how to test conversation rates and implement them into the sales process. Learn more about…
Episode 148: How to Propel Your Sales Presentation into the 21st Century w/ Julie Hansen
May 4, 2016 • 44 min
In today’s episode, Julie and I discuss how most salespeople are using old presentation models in today’s market and how we can propel them forward into the 21st Century. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 147: Where Sales Are Headed: Associated Impacts on Inside Sales Reps and Companies w/ Bob Perkins
May 3, 2016 • 42 min
Bob Perkins is the founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP). In today’s episode, we discuss where sales are headed and the impact it will have on sales reps and businesses. Learn more about your ad choices.…
Episode 146: Breaking Through the Virtual Relationship w/ Jason Treu
May 2, 2016 • 42 min
Jason Treu is a business and relationship coach, and author of the books Social Wealth: How to Build Extraordinary Relationships by Transforming the Way We Live, Love, Lead and Network and Extraordinary: The Art of the Exceptional Life. Learn more about…
Episode 145: The Books ALL People Should Read w/ Bridget Gleason
Apr 29, 2016 • 33 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I share some books that every person should read even if they aren’t in sales. Learn more about your ad choices. Visit…
Episode 144: Reducing Churn in Your Subscriber or Pay-As-You-Go Service Plans w/ Guy Nirpaz
Apr 28, 2016 • 43 min
In this episode, Guy Nirpaz (co-founder of Totango and author of the new book Farm Don’t Hunt: The Definitive Guide to Customer Success) and I discuss how to proactively retain customers in a subscriber or pay-as-you-go based market. Learn more about your…
Episode 143: Utilizing Social Media to Add Value During the Sales Process w/ Jack Kosakowski
Apr 27, 2016 • 41 min
Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency, the second largest marketing automation agency in Europe. In today’s installment, I chat with Jack about utilizing social media to add value to the sales funnel. Learn more…
Episode 142: What is Content Marketing and What Companies Need to Be Doing Right NOW! w/ Joe Pulizzi
Apr 26, 2016 • 40 min
In today’s episode, Joe Pulizzi (author of the best-selling book, Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create Radically Successful Businesses) and I discuss how patiently using content marketing correctly can excel…
Episode 141: Learn the Mistakes Companies Make in Regards to Social Media w/ Corinna Essa
Apr 25, 2016 • 40 min
In today’s episode, Corinna Essa (President of Social Media Worldwide) and I discuss the mistakes SMB owners make with their social media presence. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 140: Dealing with the Complexity of an Enterprise Sale w/ Bridget Gleason
Apr 22, 2016 • 29 min
In today’s episode, I talk with Bridget about the complex enterprise sale. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 139: The Comparison of Tools for Sales Productivity: Now and Then w/ Micheline Nijmeh
Apr 21, 2016 • 42 min
Micheline Nijmeh is the CMO at LiveHive, a unified Sales Acceleration Platform that delivers buyer-side analytics. Today we discuss the many definitions of tools for sales productivity. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 138: Unique Challenges Small Businesses Face in Today’s Economy? w/ Anita Campbell
Apr 20, 2016 • 40 min
Anita Campbell is the founder and CEO of Small Business Trends, an award winning online publication for small business owners, entrepreneurs, and the people interacting with them. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 137: The Aftermath of Flight 1549 and How the Lessons He Learned Pertain to Sales w/ Dave Sanderson
Apr 19, 2016 • 37 min
Dave Sanderson is author of Moments Matter: How One Defining Moment Can Create a Lifetime of Purpose. He was the last passenger off the US Airways Flight 1549 “Miracle on the Hudson”. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 136: What Does the Future Hold for Sales and Business? w/ Josiane Feigon
Apr 18, 2016 • 35 min
Josiane Feigon is a sales futurist and the founder of TeleSmart Communications, we go over the 10 must-have skills required to be successful on the phone and online. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 135: What’s in Your Sales Stack? w/ Bridget Gleason
Apr 15, 2016 • 32 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, I ask Bridget what’s in SumoLogic’s sales stack? Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 134: A New Sales Readiness Platform Helping Companies with On-Boarding Issues w/ Mohit Garg
Apr 14, 2016 • 35 min
Mohit Garg is the co-founder and Chief Customer Officer of MindTickle, a new sales readiness platform. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 133: 5 Laws of Stratospheric Success w/ Bob Burg
Apr 13, 2016 • 42 min
In today’s episode, Bob Burg (author of, Endless Referrals) and I talk about the five laws of stratospheric success and why the amount of money you make is directly proportional to how many people they serve Learn more about your ad choices. Visit…
Episode 132: 6 Tips on Becoming a More Effective and Persuasive Seller in the Era of Online Sales w/ Anne Miller
Apr 12, 2016 • 41 min
In today’s episode, Anne Miller (author of, Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone) and I talk about becoming an effective and persuasive seller. Learn more about your ad choices. Visit…
Episode 131: 4 Tips on How to Generate Traffic and Leads to Your Website w/ Lindsey Anderson
Apr 11, 2016 • 38 min
Lindsey Anderson, also known as “One-Click Lindsey”, is the host of the Traffic and Leads podcast. She is an expert in helping small businesses use the internet to drive more traffic and leads to their website. In today’s episode, Lindsey and I discuss…
Episode 130: Bridget Turns the Tables on Me: Learn the Top 8 Answers to the Most Intriguing Questions All Businesses Should Know w/ Bridget Gleason.
Apr 8, 2016 • 30 min
In this episode, Bridget turns the tables on me. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 129: 5 Ways to Achieve Your Dream Business w/ Jim Palmer
Apr 7, 2016 • 39 min
Jim Palmer, also known as The Dream Business Coach, discuss when to join a mastermind group. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 128: The #1 Problem of Sales is Prospecting w/ Mark Hunter
Apr 6, 2016 • 39 min
Mark Hunter AKA The Sales Hunter (author of High Profit Selling and High Profit Prospecting) and I chat about the #1 problem in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 127: 4 Free and Smart Ways of Using Content Marketing to Open Doors w/ Stu Heinecke
Apr 5, 2016 • 40 min
In this episode, Wall Street Journal cartoonist Stu Heinecke and I discuss the importance of content marketing. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 126: Do Not Forget About The Human Component in Sales w/ Jorge Soto
Apr 4, 2016 • 44 min
In today’s installment, Jorge drives the point home, to not forget about the human element in business and to always work with quality leads over quantity. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 125: Let’s Talk Marketing and Sales Alignment w/ Bridget Gleason
Apr 1, 2016 • 34 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I have a conversation about marketing and sales alignment. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 124: Good Content Marketing Generates a Better ROI than Advertising w/ Jon Wuebben
Mar 31, 2016 • 37 min
In today’s episode, Jon Wuebben (CEO of Content Launch) and I discuss the benefits of good content marketing and how to approach your content marketing strategy for the very first time. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 123: Creative Ways to Shorten the Sales Cycle and Bring Effective Collaboration into the Work Force w/ Cliff Pollan
Mar 30, 2016 • 42 min
In today’s interview, Cliff Pollan (CEO at Sococo) and I discuss ways to disrupt the sales force team and the three ways anybody can make the sales cycle process much, much quicker. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 122: How to Spot and Hunt That Big Whale w/ Barbara Smith.
Mar 29, 2016 • 39 min
Barbara Weaver Smith is the Founder and CEO of The Whale Hunters, which provides training, consulting, and coaching on unique processes for explosive growth through large account sales. In today’s episode, Barbara and I discuss the key ways you can…
Episode 121: Seven Ways to Create Compelling Content w/ Kevin Craine
Mar 28, 2016 • 46 min
In today’s installment, Kevin Craine (Executive Director of Craine Communications Group) and I discuss some of the key ways to grab your customer’s attention through compelling content. Learn more about your ad choices. Visit megaphone.fm/adchoices
The Best of Accelerate!: Episode 23 with Mike Weinberg. You Can’t Run A Sales Organization When You’re Buried In Crap
Mar 27, 2016 • 33 min
This is one of my favorite episodes from the Accelerate! archives. Mike Weinberg has written two excellent books about how to develop new business and how to manage sales. In this episode we had a fast, fun conversation about some of the key lessons he…
Episode 120: What Happens When Cold Calls Aren’t Enough? with Bridget Gleason
Mar 25, 2016 • 35 min
In this episode, Bridget and I have a conversation about what you can do when your cold calls stop working. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 119: Hunters vs Farmers: Why Does the Old Debate Still Apply in Sales Today? w/ Susan Barrett
Mar 24, 2016 • 45 min
In today’s episode, Susan Barrett (CEO of Barrett Consulting Group) and I discuss why sales is a life skill, and not just a business skill. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 118: The Reason Every Company, Large or Small, Needs to Have a CRM System w/ Nikolaus Kimla
Mar 23, 2016 • 42 min
In today’s episode, Nikolaus Kimla (founder and CEO of Pipeliner CRM) and I discuss why every company needs to have a CRM system that empowers sales reps to sell instead of burdening them with awkward administrative duties. Learn more about your ad…
Episode 117: Smaller Companies Need to Shift Their Mindset to Compete with Larger Companies w/ Tom Searcy
Mar 22, 2016 • 37 min
In this episode, Tom Searcy (author of the book, “Life After the Death of Selling: How to Thrive in the New Era of Sales”) and I discuss why small companies think they aren’t able to compete with larger companies for the big sales. Learn more about your…
Episode 116: Traditional Sales Training is Broken – Utilizing Video as Reinforcement is the Future for Training Sales Reps w/ Mark Magnacca
Mar 21, 2016 • 43 min
In today’s episode, Mark Magnacca (co-founder and President of Allego) and I discuss why sales training is broken and how you can utilize video to reinforce the learning for sales reps. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 115: How to Maximize Opportunities and Deals from MQLs and SQLs? with Bridget Gleason.
Mar 18, 2016 • 29 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this installment, Bridget and I have a conversation about Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), and how to maximize…
Episode 114: The Fundamentals of Spin Selling and Account Based Selling in Today’s Market with Richard Ruff.
Mar 17, 2016 • 48 min
In this episode, Richard “Dick” Ruff, Ph.D. (author of the book “Mastering Major Account Selling”; and co-author of “Managing Major Sales” with Neil Rackham) discusses how to utilize the fundamentals of account based selling. Learn more about your ad…
Episode 113: Making Your Sales More Effective – Using One-on-One Screen Selling with Doug Devitre
Mar 16, 2016 • 40 min
In this episode, Doug Devitre (author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology) discusses how one-on-one screen selling is the future of sales. Learn more about…
Episode 112: Learning the Importance of Training Sales Reps – Using Call Recording Techniques with Steve Richard
Mar 15, 2016 • 41 min
In this episode, Steve Richard (co-founder of Vorsight and VorsightBP) discusses using call recording techniques to train sales reps. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 111: How to Get More Value Out of Your Sales Technologies! with Steve Silver
Mar 14, 2016 • 42 min
In this episode, Steve Silver (Research Director and Sales Operations Strategist for Sirius Decisions) discusses how to effectively use sales technology to enhance your business. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 110: Are We Setting up our Sales Development Reps (SDRs) for Failure? with Bridget Gleason
Mar 11, 2016 • 30 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity…
Planning, Preparing, and Engaging are the Basics of a Great Sales Process with Tim Wackel [Episode 109]
Mar 10, 2016 • 39 min
In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and being prepared is the key to getting a sale. Included among the questions we discuss are: Why is it…
Episode 108: How to Hire the Tight People for the Right Job w/ Lee Salz
Mar 9, 2016 • 35 min
Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a…
Episode 107: How to Effectively Utilize Language to Maximize Sales w/ Kraig Kleeman
Mar 8, 2016 • 44 min
In this episode, Kraig Kleeman, expert in cold calling and prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 106: How Sales Training Protocols are Changing w/ Duncan Lennox
Mar 7, 2016 • 43 min
In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are: How sales reps should…
Episode 105: Are We In Danger Of Breaking The Modern Sales Model? w/ Bridget Gleason
Mar 4, 2016 • 33 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model.…
Episode 104: 4 Essential Principles of Trust-Building with Customers with Charles H Green.
Mar 3, 2016 • 45 min
In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about: Why trust is not…
Episode 103: The 9 Cs of Social Selling Success w/ Shane Gibson
Mar 2, 2016 • 47 min
In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers.…
Episode 102: 5 Strategies To Transform How You Sell To Major Accounts w/ David Brock
Mar 1, 2016 • 41 min
In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps have to transform from being reactive, tactical sellers into proactive, strategic experts that inspire customers to make a change. Among the many…
Episode 101: 4 Ways to Transform and Improve Sales Rep Interactions with Customers w/ Marc Miller
Feb 29, 2016 • 42 min
In this episode, Marc Miller, founder and CEO of SpearFysh, shares how the SpearFysh commercial conversation management platform can transform the ability of sales reps to communicate with prospects and customers. Among the many topics we discuss are: How…
Episode 100: What is the Role of Account Management in Growing Your Revenue? w/ Bridget Gleason.
Feb 26, 2016 • 32 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the evolving role of account management in supporting customers and growing account-based revenue.…
Episode 99: How To Tackle The Marketing & Sales Challenges to Growing Your Small Business w/ Kelly McCormick
Feb 25, 2016 • 39 min
In this episode, Kelly McCormick, founder of Outsell Yourself, Inc., the author of Outsell Yourself: Go From Hello To Sold With Ethical Business and Sales Techniques, and a Top 10 Small Business Influencer (as recognized by Small Business Trends.) In this…
Episode 98: CRM Systems Should Work For Sales Reps; Not The Other Way Around w/ John Golden
Feb 24, 2016 • 37 min
In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. Among the many topics we discuss in this episode are: Why…
Episode 97: Emotional Intelligence for Sales Success: When Hard Sales Skills Aren’t Enough w/ Colleen Stanley
Feb 23, 2016 • 40 min
In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses what it takes to manage and master your emotions to become a top performer. Among the many topics we discuss…
Episode 96: How to Survive (and Thrive!) in the Evolution of the Sales Profession w/ Fred Diamond
Feb 22, 2016 • 42 min
In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are: The three…
Episode 95: Is It Possible To Over-Train and Over-Manage Your Sales Team? w/ Bridget Gleason
Feb 19, 2016 • 34 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about sales productivity and whether traditional sales management practices are unintentionally limiting the…
Episode 94: How To Successfully Integrate Social Selling Into Your Sales Process w/ Kurt Shaver
Feb 18, 2016 • 40 min
In this episode, Kurt Shaver, founder of The Sales Foundry, and a leading social selling expert, shares his secrets for building a successful social selling program at your company. Listen in as we talk about: Why using social media is not the same as…
Episode 93: Conversations That Sell: How To Collaborate with Prospects So You Both Win w/ Nancy Bleeke
Feb 17, 2016 • 40 min
In this episode, Nancy Bleeke, President of Sales Pro Insider, and author of Conversations That Sell, discusses why it’s essential for sales reps to embrace a collaborative approach to selling. In this episode we discuss how to make that happen and other…
Episode 92: Hacking Sales: The Playbook For Building a High Velocity Sales Machine w/ Max Altschuler
Feb 16, 2016 • 42 min
In this episode, Max Altschuler, founder and CEO of Sales Hacker, Inc., and the author of Hacking Sales: The Playbook for Building A High Velocity Sales Machine discusses what it takes to build your own high velocity sales machine. Among the many topics…
Episode 91: Outbound Sales As A Service: Is This The Better Way To Prospect? w/ Conor Lee
Feb 15, 2016 • 41 min
In this episode, Conor Lee, founder and CEO of HipLead, talks about the emerging Outbound Sales As A Service (OBSaaS) model for prospecting and generating leads. Combining expertise in big data and targeted email marketing, enterprises of all sizes are…
Episode 90: The Role of Account Execs in the Sales Development Process w/ Bridget Gleason
Feb 12, 2016 • 35 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how companies are managing the evolving role of Account Execs in the overall sales process. Included among the topics we…
Episode 89: Crowd-sourcing Warm introductions to Accelerate Your Pipeline Development w/ Bubba Page
Feb 11, 2016 • 34 min
In this episode, Bubba Page, founder and CEO of QuotaDeck, shares how he plans to make the traditional cold call obsolete by crowd-sourcing warm introductions for sales reps to prospects that fit their ideal customer profile. Some providers may talk about…
Episode 88: Better Ways To Use Data To Find a True Competitive Edge in Your Selling w/ Ben Sardella
Feb 10, 2016 • 45 min
In this episode, Ben Sardella, co-founder of Datanyze, discusses how outbound sales teams need better data to inspire more and better sales conversations with new prospects. He shares how a new generation of sales tools, like Datanyze, are helping sellers…
Episode 87: From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue w/ Aaron Ross
Feb 9, 2016 • 41 min
In this episode, Aaron Ross, discusses the lessons that sales leaders have learned about building a predictable revenue machine since the publication of his best-selling book, Predictable Revenue. He has captured many these lessons in case studies…
Episode 86: The 21-Word Email and Other Powerful Tools To Win More Sales Now w/ Ian Brodie
Feb 8, 2016 • 46 min
In this episode, lan Brodie, author of the best-selling Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing shares his secrets for how to use email to generate a pipeline of warm leads and…
Episode 85: Is 2016 The Year Of The Sales Development Rep? w/ Bridget Gleason
Feb 5, 2016 • 32 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, views the importance of the SDR role and how it will continue to…
Episode 84: What Stand-up Comedy and Sales Have In Common. And How To Use That To Accelerate Your Sales w/ Butch Bellah
Feb 4, 2016 • 38 min
In this episode, Butch Bellah, sales trainer, speaker and author of “Sales Management for Dummies,” talked about the unusual career path he followed from being a stand-up comedian to becoming a top sales expert and author. Along the way he learned some…
Episode 83: How You Can Quickly Become An Incredibly Effective Cold Caller w/ Wendy Weiss.
Feb 3, 2016 • 47 min
In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how to become a truly effective prospector. Included among the subjects we discuss in this conversation are:…
Episode 82: The Secrets Successful People Know About Time Management That You Don’t (But Absolutely Should!) w/ Kevin Kruse.
Feb 2, 2016 • 42 min
In this episode, Kevin Kruse, author of the best-selling book, 15 Secrets Successful People Know About Time Management: The Productivity Habits Of Seven Billionaires, 13 Olympic Athletes, 29 Straight A Students and 239 Entrepreneurs, shares some of the…
Episode 81: A Bulletproof Process to Accelerate Your Sales Through Referrals w/ Bill Cates
Feb 1, 2016 • 40 min
In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity through referrals. Because it’s so hard to cut through all the noise created by the internet, social media, traditional…
Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals
Jan 29, 2016 • 29 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, uses the sales planning process to help her team achieves its goals…
Episode 79: Millennials and Management, The Essential Guide To Making It Work At Work w/ Lee Caraher
Jan 28, 2016 • 47 min
In this episode, Lee Caraher, Founder and President of Double Forte, and author of the book, Millennials and Management, The Essential Guide To Making It Work At Work talks about the best practices for harnessing the energy, motivation and tech savvy of…
Episode 78: How to Become A Modern Seller And Transform Your Sales Productivity w/ Kyle Porter
Jan 27, 2016 • 47 min
In this episode, Kyle Porter, founder and CEO of SalesLoft, shares his take on what constitutes a modern sales team. He also provides a detailed look at how he has built a modern sales process at his rapidly-growing successful SaaS start-up. Included…
Episode 77: Do You Have A Sales Development Playbook? w/ Trish Bertuzzi
Jan 26, 2016 • 39 min
Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook; Build Repeatable Pipeline and Accelerate Growth with Inside Sales, shares her perspectives on some of…
Episode 76: The Future Of B2B Sales And The Changing Role Of Sales Reps w/ Regis Lemmens
Jan 25, 2016 • 44 min
In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be…
Episode 75: How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness w/ Bridget Gleason
Jan 22, 2016 • 35 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, allocates and uses her time during a typical work day. She shares…
Episode 74: The Essential Ingredients of Effective Sales Presentations That Win Deals w/ Patricia Fripp
Jan 21, 2016 • 42 min
In this episode, Patricia Fripp, President of Fripp & Associates, past President of the National Speakers Association, and one of the leading speaking/presentation coaches, talks how to build effective sales presentations that win more deals. Patricia…
Episode 73: Using Small Data To Accelerate Improved Sales Results w/ Sean Burke
Jan 20, 2016 • 38 min
In this information-packed episode, Sean Burke, CEO of KiteDesk, tells why big data is a great resource for companies but is not good for sales people. He describes why sales reps need small data, and what that means in terms of providing them the right…
Episode 72: The Sales Acceleration Formula. Part Two w/ Mark Roberge
Jan 19, 2016 • 39 min
In this second part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceleration Formula, describes the process that he created to build the sales team that produced predictable…
Episode 71: If You Want To Accelerate Your Sales, Hire More Women Sales Reps with Lori Richardson w/ Lori Richardson
Jan 18, 2016 • 35 min
In this episode, Lori Richardson, President of Score More Sales, and President of Women Sales Pros, discusses how companies are missing out on the opportunity to accelerate their sales growth by not doing more to recruit and hire qualified women sales…
Episode 70: Are You Just Going Through The Motions? Learn How To Stop Sleepwalking And Lead A Life Of Success And Significance with Aaron Walker w/ Aaron Walker
Jan 15, 2016 • 40 min
In this episode, Aaron Walker, talks about his journey from being a successful businessman and serial entrepreneur to a nationally recognized life coach and mentor who helps people transform lives to become successful in business and in life. If you don’t…
Episode 69: How To Increase Win Rates & Beat Your Sales Goals In 2016 w/ Mike Schultz.
Jan 14, 2016 • 41 min
In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research project the Rain Group conducted into what top performing sales organizations do differently from the rest.…
Episode 68: The More Digital We Get, The More Human We Need To Be. How To Pay Forward Relationships To Become A Trusted Advisor To Your Customers w/ Jon Ferrara
Jan 13, 2016 • 66 min
In this information-packed, rapid-fire episode, Jon Ferrara, founder and CEO of Nimble, and one of the early pioneers of the entire sales force automation industry, lays out what he believes are the dangers of the sales stack becoming too complex and too…
Episode 67: The Sales Acceleration Formula. Part One w/ Mark Roberge.
Jan 12, 2016 • 35 min
In this first part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceleration Formula, describes the process that he created to build the sales team that produced predictable…
Episode 66: How To Simplify And Shorten Sales Cycles With Value-Based Selling w/ Bob Apollo
Jan 11, 2016 • 45 min
In this episode, Bob Apollo, founder of Inflexion-Point Strategy Partners, describes how to use value-based selling to transform the performance, and tap into the full potential, of your B and C level sales reps. He shares effective strategies for using…
Episode 65: What’s the Most Important Sales Resolution You Can Make For 2016? w/ Anthony Iannarino.
Jan 8, 2016 • 36 min
Anthony Iannarino is one of the most influential sales bloggers, an international speaker and business coach, and a successful entrepreneur. He understands in detail what it takes to grow a business. And, in this episode, Anthony quickly drills in on the…
Episode 64: You Are Your Greatest Sales Asset. Invest Your Time, Effort and Money into Training and Developing You! w/ Tom Hopkins
Jan 7, 2016 • 41 min
Tom Hopkins is the author of one of the most influential and all-time best-selling sales books How To Master The Art Of Selling. He has trained hundreds of thousands of sales people around the world. In this episode, Tom shares his secrets for turning…
Episode 63: If You Fail to Plan Then You Are Planning to Fail. Essential Sales Planning Strategies for 2016 w/ Mike Weinberg
Jan 6, 2016 • 40 min
That saying about failing to plan is from Ben Franklin. And, while Mike Weinberg may or may not be Ben Franklin, he is one of the smartest people I know in sales. And, in our conversation, Mike describes the two essential planning steps that every sales…
Episode 62:. Do You Know What You Sell? You Sell Hope! w/ Tom Ziglar
Jan 5, 2016 • 37 min
In this episode, Tom Ziglar, CEO of Ziglar Inc., builds on the words of his father Zig Ziglar, to cut through the noise and help you focus on what’s really important in 2016. Tom describes the basics of sales that will never change. Those have to do with…
Episode 61: Want to really kick-start your sales in 2016? Commit yourself to positive change! w/ Jeb Blount
Jan 4, 2016 • 44 min
In this special first episode of 2016, Jeb Blount, CEO of Sales Gravy and best-selling author of multiple books including his latest best-selling book Fanatical Prospecting, describes the most essential changes that sales reps must commit to making to in…
Episode 60: Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You? w/ Deb Calvert.
Dec 31, 2015 • 36 min
One of our most popular episodes in the past 90 days was my conversation with Deb Calvert, President of People First Productivity Solutions. Deb is on a mission to transform how sellers view their roles in a sales transaction. In this episode Deb…
Episode 59: Quit Whining And Start Selling. How The Winners in Sales Think, Learn and Act Differently From The Whiners w/ Kelly Riggs
Dec 30, 2015 • 38 min
Kelly Riggs is the creator of The Business Locker Room and author of Quit Whining And Start Selling. In this episode, Kelly breaks down why, despite all the changes that are occurring in B2B selling, sales success will always depend on the ability of a…
Episode 58: Lean Communications: What The Lean Revolution Can Teach You About How to Effectively and Persuasively Communicate Your Sales Message w/ Jack Malcolm
Dec 29, 2015 • 35 min
Jack Malcolm, is President of the Falcon Performance Group and the author of Bottom-Line Selling and Strategic Sales Presentations. In this episode, Jack identifies the single biggest barrier to effective, persuasive communication that exists in sales,…
Episode 57: Selling Is A Team Sport. How To Effectively Blend Sales And Non-Sales Resources To Win New Business w/ Babette Ten Haken
Dec 24, 2015 • 37 min
Babette Ten Haken is the author of Do You Mean Business? Technical, Non-Technical Business Collaboration, Business Development And You. In this episode, Babette discusses the challenges of melding sales and technical resources to effectively and…
Episode 56: It’s Not Just About Xs and Os, Important Lessons You Can Learn About Sales From Big-Time College Football Coaches with Jeff Beals w/ Jeff Beals
Dec 23, 2015 • 38 min
Jeff Beals is the author of Selling Saturdays: Blue Chip Sales Tips From College Football. Imagine a sales situation in which there are only 100 prospects in the entire country that fit your ideal customer profile. And, imagine that you have at least 30…
Episode 55: Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You: Part 2. w/ Jim Keenan
Dec 22, 2015 • 38 min
Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. In this episode, which is Part 2 of my extended…
Episode 54: Five Common Reasons Buyers Say No And How To Get To Yes w/ Bridget Gleason
Dec 18, 2015 • 29 min
My regular guest on front line Friday is Bridget Gleason. Bridget is the key of corporate sales at SumoLogic. On this episode, Bridget and I talk about five common sales objections and how to work with the buyer to get to yes. We also dive into the…
Episode 53: What Should You Be Doing, But Aren’t? Overcoming The Sales Fears That Are Holding You Back w/ Townsend Wardlaw
Dec 17, 2015 • 42 min
Townsend Wardlaw is a sales transformation architect. In this episode, he talks in depth about the fears that paralyze many sales reps and provides effective strategies they can use to overcome them to transform their sales results. Townsend describes the…
Episode 52: What Steps Should You Take Right Now? A New Generation of Tools Specifically Designed To Boost Sales Rep Productivity w/ Adam Honig
Dec 16, 2015 • 38 min
Adam Honig, is the Founder of Spiro Technologies. In this episode, Adam talks about the need to provide sales reps with real-time data-driven insights and actionable recommendations they can use to boost their productivity. He describes how CRM systems…
Episode 51: If You Don’t Ask, You Don’t Get. Effective Proactive Prospecting Through Referrals w/ Joanne Black
Dec 15, 2015 • 38 min
Joanne Black is the best-selling author of No More Cold Calling and Just Pick Up The Damn Phone! In this episode, Joanne describes why sales reps must commit to making referral selling their primary prospecting outreach. But it’s not as simple as just…
Episode 50: Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You: Part 1 w/ Jim Keenan
Dec 14, 2015 • 36 min
Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. In this episode, which is Part 1 of my extended…
Episode 49: Three Ps of Sales Success: Positive Attitude, Patience, Practice w/ Bridget Gleason
Dec 11, 2015 • 34 min
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about a variety of essential sales topics for sales leaders: why it’s important for sales leaders to celebrate the…
Episode 48: What You Can Learn About Sales Acceleration from Political Campaigns (Which is a Lot) w/ Todd Schnick
Dec 10, 2015 • 41 min
Todd Schnick, is the founder and CEO of IntrepidNow Media. He learned about accelerated sales and marketing strategies from his experience as a senior political operative and campaign consultant in the front lines of some of the most competitive campaigns…
Episode 47: You Lost Me At “Hello.” How Prospects Make Decisions About You Based on the Sound of Your Voice w/ Nancy Munro
Dec 9, 2015 • 40 min
Nancy Munro is the Founder/CEO of Knowledge Shift. In this episode, Nancy talks about the impact that the quality of your speaking voice makes on a prospect. She discusses research that demonstrates that prospects are making judgments about your…
Episode 46: Achieving Success is All About Achieving Mastery w/ Dan Waldschmidt
Dec 8, 2015 • 32 min
Dan Waldschmidt, is the best-selling author of Edgy Conversations, and President of Waldschmidt Partners International. He is a dynamic, inspirational and motivational thinker who forces you to examine how you set about succeeding in your work and your…
Episode 45: Preparing Salespeople For Success In The 21st Century w/ Bridget Gleason
Dec 4, 2015 • 36 min
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about how the sales profession, and the demands that are placed on salespeople, are continually changing. We…
Episode 44: Harnessing The Power Of The Story To Win New Business w/ Karen Dietz
Dec 3, 2015 • 42 min
Karen Dietz, author of “Business Storytelling For Dummies”, is a master storyteller and presentation coach. In this episode, Karen talks about how she turned her PhD in folklore into a successful business career, by helping leaders, entrepreneurs, and…
Episode 43: Build Value By Delivering The Right Knowledge At The Right Time w/ Etai Beck
Dec 2, 2015 • 37 min
Etai Beck is CEO and Co-Founder of Folloze. In this episode, Etai discusses how you can deliver value to your prospects by responsively providing the right content at the right moment at each stage in their buyer’s journey. He talks about tools you can…
Episode 42: Forget About Fixing Pain Points: Win More With A Focus on Success w/ Tibor Shanto
Dec 1, 2015 • 38 min
In this episode, Tibor Shanto, principle of Renbor Sales Solutions, pokes holes in the outdated sales notion that buyers are trying to fix “pain points.” He discusses why 75% of buyers that switch vendors are satisfied at the time they switched, and, the…
Episode 41: Are We Witnessing The Death Of The Salesperson? w/ Bridget Gleason
Nov 27, 2015 • 35 min
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. In this episode, we use an article titled The Death of the Salesperson as the jumping off point for our discussion about the future of sales and the…
Episode 40: Spend Time Selling, Not Dialing: The Key To Having More Substantive Sales Conversations w/ Chad Burmeister
Nov 25, 2015 • 33 min
Chad Burmeister, is VP of Sales and Marketing at ConnectAndSell and an expert at building high-velocity inside sales teams. In this episode, Chad discusses the unique challenges of building a high-performing sales development team. And, he sheds light on…
Episode 39: Customers Don’t Care What You Know, But Want To Know That You Care w/ Elinor Stutz
Nov 24, 2015 • 36 min
Elinor Stutz, is the bestselling author of two books, including, Nice Girls Do Get the Sale – Relationship Building that Gets Results. In this episode, Elinor discusses why sales techniques are not a substitute for understanding why you’ve been invited in…
Episode 38: How To Hire High Quality Sales Reps For High Velocity Sales Teams w/ Bridget Gleason
Nov 20, 2015 • 31 min
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I focus on the process of hiring quality sales reps for high velocity sales teams. We discuss the specific challenges…
Episode 37: Essential Strategies to Maximize Sales Efficiency at Trade Shows and Conferences w/ Matt Hill.
Nov 19, 2015 • 32 min
Matt Hill, founder and CEO of The Hill Group, is a leader in training companies how to sell at trade shows and conferences. He’s worked with some of the biggest names in tech to help them turn trade shows into productive sales events. In this episode,…
Episode 36: How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call w/ Jim Eberlin
Nov 18, 2015 • 37 min
Jim Eberlin, is a successful serial entrepreneur and co-founder and CEO of TopOPPS. He understands the challenges involved in building high velocity sales teams. In this episode, Jim discusses why it’s vital for CEOs in start-ups and SMBs to stay close to…
Episode 35: Is An Addiction To Comfort Holding Back Your Sales? w/ Jeff Shore
Nov 17, 2015 • 37 min
Jeff Shore is the author of the best-selling book, Be Bold and Win The Sale, a speaker and nationally recognized sales trainer. With 30 years of experience, he’s a self-described “sales wonk” who loves picking up a sale and dissecting it. In this episode,…
Episode 34: Essential Strategies For Sales Leaders Taking Charge of New Sales Teams w/ Bridget Gleason
Nov 13, 2015 • 34 min
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and…
Episode 33: Strategies to Make Sure Your Social Selling is Thriving w/ Mike O’Neil
Nov 12, 2015 • 39 min
In this episode Mike O’Neil, author of Rock the World with LinkedIn, provides insight into how to kick-start your social selling efforts. Learn how to quickly assess the effectiveness of your social presence as a company and how to efficiently train your…
Episode 32: Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers w/ Howard Brown
Nov 11, 2015 • 30 min
Howard Brown, founder and CEO of RingDNA, joins me to talk about sales enablement. In this episode, Howard describes how sales organizations can use sales enablement tools to compress buying cycles and create more successful sales reps. Learn how next…
Episode 31: Turn Your Customers Into Walking Advertisements and Other Accelerated Lead Generation Strategies w/ Alice Heiman
Nov 10, 2015 • 35 min
In this episode, Alice Heiman, Founder of Alice Heiman, LLC, and an expert at helping companies increase their sales, lays out a step by step plan any SMB can use to develop more prospects. Alice provides effective strategies for mining more business from…
Episode 30: What’s Luck Got To Do With Sales Productivity? w/ Bridget Gleason
Nov 6, 2015 • 38 min
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and…
Episode 29: The Limitations of Social Selling and How to Effectively Integrate It Into Your Sales Process w/ Barb Giamanco.
Nov 5, 2015 • 38 min
Barb Giamanco, President of Social Centered Selling, is one of the leading industry experts on social selling. A pioneer in integrating social media into selling, Barb kicks off this information-packed episode by clearly spelling out for you both the…
Episode 28: Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers w/ Joe Gustafson
Nov 4, 2015 • 34 min
In this episode, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 27: High-Profit Selling: Why You Can Never Un-Discount A Discount w/ Mark Hunter
Nov 3, 2015 • 37 min
Mark Hunter is The Sales Hunter, and a master of selling high value at full price. He’s the author of the book, High-Profit Selling. In this episode, Mark describes the steps you need to take to develop the competence, confidence and credibility that…
26: How Does Sales Performance Relate To Sales Productivity? Or Does It? w/ Bridget Gleason
Oct 30, 2015 • 32 min
My regular guest on Frontline Friday is Bridget Gleason. In this episode we discuss the overuse and misuse of the term “sales productivity” by sales managers and provide guidance on how it should be defined and measured. Learn more about your ad choices.…
Episode 25: Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You? w/ Deb Calvert
Oct 29, 2015 • 36 min
In this episode, Deb Calvert (President of People First Productivity Solutions) describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and lead their prospects to making favorable decisions. Learn…
Episode 24: How To Use Sales Enablement to Increase Selling Time and Utterly Transform Your Sales Performance w/ Matt Heinz
Oct 28, 2015 • 34 min
In our conversation, Matt Heinz, CEO of Heinz Marketing and a sales enablement expert, takes the mystery out of sales enablement. He places it in the right context within a sales organization and shows how companies of all sizes can use strategic sales…
Episode 23: You Can’t Run A Sales Organization When You’re Buried In Crap w/ Mike Weinberg
Oct 27, 2015 • 34 min
In this episode, Mike Weinberg (author of “Sales Management. Simplified ” and “New Sales. Simplified”) with his trademark bluntness, provides the diagnosis and the cure for common sales management challenges. Learn more about your ad choices. Visit…
Episode 22: How Can You Accelerate Sales If You Don’t Know What It Means? w/ Bridget Gleason
Oct 23, 2015 • 34 min
My regular guest on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and…
Episode 21: Selling with Introverts: Break the Stereotypes and Hire the People Who Can Help You Win w/ Alen Mayer
Oct 22, 2015 • 32 min
Alen Mayer is the author of Selling for Introverts, and the self-described Chief Introvert. Research is increasingly clear that the most successful sales reps are those who are customer focused, service-oriented and lead with thoughtful questions. Those…
Episode 20: The Apps and Hacks that Transform Sales Productivity: Part 2 w/ Miles Austin AKA “The Web Tools Guy”
Oct 21, 2015 • 33 min
In Part 2 of my conversation with Miles Austin (Founder of Fill the Funnel AKA (“The Web Tools Guy”) shares even more recommendations for tools you absolutely should be using to improve your sales productivity today. He is the expert on the sales…
Episode 19: Why Aren’t There More Women in Sales? w/ Lori Richardson
Oct 20, 2015 • 34 min
In this episode, Lori Richardson (the founder and CEO of Score More Sales, a sales training firm, and President of Women Sales Pros) shares her own journey as a single mother through the ranks of the sales profession, overcoming the numerous obstacles…
Episode 18: Will This Advice Help Me Build My Business? w/ Bridget Gleason
Oct 16, 2015 • 34 min
My regular guest commentator on Frontline Friday is Bridget Gleason. In this episode we take a look at some of the advice and wisdom given to sales leaders that is found on sales blogs. If you’re a sales manager, what constitutes good advice? We’ll help…
Episode 17: Using Thought Leadership to Create Tangible Differentiation in Sales and Marketing w/ Peter Winick
Oct 15, 2015 • 35 min
In this episode, Peter Winick, (Founder and CEO of Thought Leadership Leverage, Inc.) discusses how thought leadership must be an important component of any company’s sales and marketing strategy. Learn more about your ad choices. Visit…
Episode 16: Transforming the Performance, and the Productivity of Inside Sales Teams w/ Chris Beall
Oct 14, 2015 • 32 min
In this episode, Chris Beall (CEO of ConnectAndSell) shares his unusual journey from his first sales job as a Fuller Brush salesman to becoming a physicist and then applying his problem solving skills as a successful CEO, entrepreneur and sales leader.…
Episode 15: Fanatical Prospecting w/ Jeb Blount
Oct 13, 2015 • 37 min
In this episode, Jeb Blount (author, founder and CEO of SalesGravy) explains why companies must not only be proactive in developing new prospects, but also fanatical in their devotion to the discipline of the prospecting process Learn more about your ad…
Episode 14: Whose Advice Can You Trust? with Bridget Gleason
Oct 9, 2015 • 35 min
My regular guest commentator on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With twenty years of sales and sales management experience in the technology sector, Bridget going SumoLogic’s executive team to lead and…
Episode 13: How to Avoid Being The Best Company No One Has Ever Heard Of with Doyle Slayton
Oct 8, 2015 • 35 min
In this episode, Doyle Slayton (CEO of xoombi.com) shares his journey from would-be sports broadcaster to a leading marketing and sales expert who has helped many companies transform their sales results. Learn more about your ad choices. Visit…
Episode 12: New Sales Tools That Really Can Improve Sales Productivity with Nancy Nardin
Oct 7, 2015 • 41 min
Is your CRM system not a sales tool for improving performance? Nancy Nardin, Founder of Smart Selling Tools, Inc., explains that a CRM system is not the tool that is going to increase your sales productivity. Instead she shares her outlook on the new…
Episode 11: Landing Your Dream Customers and Learning From Your Sales Failures with Anthony Iannarino
Oct 6, 2015 • 34 min
In this episode, Anthony Iannarino shares what he learned about sales from being the leader of a hair metal cover band in LA. We also discuss his strategies for capturing your dream customers, developing business acumen in sales reps and how to learn from…
Episode 10: Sales Success: The Essential Triangle, with Robert Terson
Oct 5, 2015 • 30 min
In this episode, Robert Terson (author of “Selling Fearlessly”) reveals his highly effective triangle of sales success, and the sales habits that he religiously followed. Learn more about your ad choices. Visit megaphone.fm/adchoices
Episode 9: Transform Sales Managers into Star Sales Coaches. with Steven Rosen
Oct 5, 2015 • 38 min
In this episode, Steven Rosen (best-selling author of “52 Sales Management Tips: The Sales Manager’s Success Guide”) shares his invaluable and practical tips about how to transform sales managers into star coaches! Learn more about your ad choices. Visit…
Episode 8: Sales Transformation Roadmap with Ken Thoreson
Oct 5, 2015 • 34 min
In this episode, sales management guru Ken Thoreson lays out the foundation of his Smart Business Roadmap and explains the steps successful companies go through to develop and execute a plan for success. Learn more about your ad choices. Visit…
Episode 7: Sales Differentiation, with Leanne Hoagland-Smith
Oct 5, 2015 • 33 min
In this episode, Leanne Hoagland-Smith (noted sales blogger, business coach and author of “How to be the Red Jacket in a Sea of Gray Suits” ) dishes out the straight talk advice on how to deliberately plan for sales success. She also shares her strategies…
Episode 6: Sales Turnaround Strategies for SMBs with James Obermayer
Oct 5, 2015 • 32 min
In this episode, James Obermayer (CEO of Sales Leakage) draws on his hands-on experience of turning around more than 30 underperforming sales teams, and shares his go-to formula for reviving stagnant sales organizations and achieving sales success (which…
Episode 5: Miles Austin, the “Web Tools Guy,” talks about the apps and hacks that transform sales productivity
Oct 5, 2015 • 38 min
In this episode, Part 1 of our extended conversation, Miles Austin (Founder of Fill the Funnel AKA “The Web Tools Guy”) shares his recommendations for tools you absolutely should be evaluating and using today. Learn more about your ad choices. Visit…
Episode 4: Win Big Sales with Hustle and Grit, with Jim Keenan
Oct 5, 2015 • 40 min
Jim Keenan is CEO of “A Sales Guy, Inc.,” whose growing empire includes a national sales recruiting firm. Keenan is also a top sales blogger who is regularly featured in Forbes. He has a reputation for extreme straight talk and he doesn’t disappoint in…
Episode 3: Improving Sales Productivity Through Systematic Coaching with Meredith Bell
Oct 5, 2015 • 39 min
In this episode Meredith Bell (President and Co-Founder of Performance Support Systems, Inc) dishes out the straight talk on a radically effective framework that managers can use to become effective sales coaches, and to help their sales team achieve…
Episode 2: Achieving outrageous success in business and life with Dan Waldschmidt
Oct 4, 2015 • 39 min
In this episode, Part 1 of an extended conversation, Dan Waldschmidt (best-selling author of “Edgy Conversations”), a record-setting ultra-marathon champion, talks about his unconventional journey from his first sales job (mowing lawns) to becoming a…
Episode 1: Sales Best Practices in Prospecting, with Mike Weinberg, best-selling author of “New Sales. Simplified.”
Oct 3, 2015 • 33 min
In this episode, Mike shares some of his key recommendations for disciplined prospecting and why there’s a huge need for greater specialization in sales roles. Learn more about your ad choices. Visit megaphone.fm/adchoices